Account Manager Coatings & Inks
Founded in 1920, Eastman is a global specialty materials company that produces a broad range of products found in items people use every day. With the purpose of enhancing the quality of life in a material way, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. The company's innovation-driven growth model takes advantage of world-class technology platforms, deep customer engagement, and differentiated application development to grow its leading positions in attractive end-markets such as transportation, building and construction, and consumables. As a globally inclusive and diverse company, Eastman employs approximately 14,500 people around the world and serves customers in more than 100 countries. The company had 2020 revenues of approximately $8.5 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.
Role is based in Istanbul, Turkey
Coatings & Inks business:
Eastman’s Coatings & Inks business is a growth engine for Eastman. For more than 70 years, this business has offered one of the most diverse and innovative product portfolios in the global coatings industry. Our products span multiple markets including industrial, automotive, architectural, packaging, inks and more. One of our key brands is Tetrashield™, a portfolio of protective resins products designed to make safe, sustainable coatings more durable through improved weathering, chemical resistance, and hardness. Eastman collaborates and works with our direct and indirect customers to formulate differentiated and innovative Coatings and Inks solutions. We also engage with brands to educate them on the value that our technologies can create in their most important applications.
Responsibilities
Role Description:
The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and value-add growth for Eastman. To effectively accomplish this, the Account Manager must prioritize efforts across their territory, generate demand through discovery to uncover unmet needs, articulate compelling customer value propositions and develop account strategies which align with our business strategies. Approximately 50%+ travel is required for this role
Responsibilites:
⦁ Create, develop, and execute Territory Management Plan and account plans to ensure maximum business growth from the sales territory based on detailed analyses
⦁ Generate and develop sales leads within the sales territory to close new opportunities and achieve sales goals
⦁ Cultivate a network of relationships across the value chain and within the customer organization beyond procurement to develop new business; utilize consultative selling skills
⦁ Use effective techniques to protect and close new business ensuring sales order values meet sales targets
⦁ Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
⦁ Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
⦁ Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
⦁ Effectively leverage CRM for documentation, collaboration, and analysis
⦁ Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
⦁ Negotiate pricing and commercial terms of sales agreements (where applicable)
⦁ Tailor Value Propositions to ensure customer benefits are communicated and understood
⦁ Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and uses this to expand sales within the territory
Qualifications
Enabling Competencies:
⦁ Market Insight: Leverage market insights to guide decisions and determine what is right
⦁ Courage: Make courageous choices to innovate and accelerate value creation
⦁ Optimism: Optimistically focus on continual growth over a longer-term horizon
⦁ Bias for Action: Have a bias for action, prioritizing issues and making sound decisions, despite uncertainty or risk
⦁ Adaptability: Adaptable to market and customer opportunities quickly
Traits and Behaviors:
⦁ Passion for Selling: understanding and shaping customer and market behavior, developing insights meaningful to customers’ success, leveraging data, and using a disciplined approach in key sales processes
⦁ Tenacious: pursues goals with energy, seldom gives up, always looks for possibilities, breaks down perceived barriers
⦁ Inquisitive: leverages the skills of questioning, resolve gaps in information, makes informed choices, and leverages experts
Required Education/Experience:
⦁ Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering all preferred)
⦁ Masters Degrees will be considered (MBA preferred)
⦁ 5-10 years of Sales experience
⦁ Experience developing and executing large account strategies
Fluent English and Turkish
Reports to: Sales Leader
Leadership Role: No
Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day
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