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Eastman is a global advanced materials and specialty additives company that produces a broad range of products found in items people use every day. With a portfolio of specialty businesses, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. Its market-driven approaches take advantage of world-class technology platforms and leading positions in attractive end-markets such as transportation, building and construction and consumables. Eastman focuses on creating consistent, superior value for all stakeholders. As a globally diverse company, Eastman serves customers in more than 100 countries and had 2017 revenues of approximately $9.5 billion. The company is headquartered in Kingsport, Tennessee, USA and employs approximately 14,500 people around the world. For more information, visit

Demand Manager       


Role Description


The Demand Manager, along with the Supply Manager and the Financial Manager, form a core team responsible for ensuring efficient and effective operation of the monthly planning and forecasting process in Eastman’s Energy and Heat Transfer Fluid (HTF) businesses.




  • Demand Plan Accuracy
  • Customer service performance rating
  • Adherence to planning calendar
  • Working capital requirements (inventory velocity metrics, operational cost reductions)




  • Defines and drives the business unit demand plan by continuously engaging with Sales
  • Proactively informs the cross-functional business teams through Eastman’s Integrated Business Planning routine to ensure supply readiness and effective execution that enables our customers’ success
  • Manages a monthly forecasting process at both the detail (short term) and aggregate (mid and long term) level to create a 24-month rolling demand plan which becomes the basis for operating plans and financial projections.
  • Supports the Sales/Commercial Leader for the business by facilitating the monthly meeting of the Demand Review Team, during which they:
    • Reach consensus on the demand plan
    • Identify gaps between the demand strategy and the latest unconstrained demand projections
    • Assign responsibilities for actions to realign to the strategy
    • Continually look for demand opportunities to exceed customer expectations, exceed business plans, and improve margins
  • Ensures data integrity and quality by reviewing data, identifying unusual occurrences, seeking explanations and assisting in developing corrections to prevent reoccurrences
    • Initially reviews and analyses forecast results in relation to business direction
    • Identifies product or market trends
    • Translates PLM project plans into demand and inventory actions
    • Provides Business Managers with observations of forecast directions
    • Reports on Division or Product Family comparisons with Budget
    • Assists Sales & Marketing team with development of consolidated business plans
  • Documents assumptions underlying the demand plan and highlights key changes from prior plans
  • Performs “What-If?” scenarios based on price, market share, and competitive data
  • Establishes, maintains, and continuously improves three forecast performance metrics
    • Forecast error (or accuracy) – How close are our forecasts to actual demand (aggregate and mix levels)?
    • Forecast bias – Are our forecasts persistently above or below the actual demand?
    • Forecast value-add – Are our forecast efforts measurably improving operational and financial results
  • Co-ordinates with Business Leaders to ensure the forecasting process is finalized to meet the information timetable for the Management Business Review meetings
  • Co-ordinates with Supply Managers and Financial Managers to build optimally balanced supply and demand plans in a manner that drives variable margin growth while achieving customer service targets at lowest cost to serve
  • Identifies options and manages allocations in instances where demand is constrained by supply.  With the Supply Planner, proposes longer term capital asset plans to remove constraints
  • Assists in developing strategies, policies, objectives in areas of S & OP (Sales & Operations Planning) MPS (Master Production Scheduling) such as Customer Service, Inventory and Lead times
  • Creates and implements a weekly review process that monitors adherence to plans and launches immediate actions to resolve material changes from the plans within the shorter term operational horizon



Reports To:  Commercial Leader


Eastman Behaviors

  • 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


Functional Skills and Capabilities


The Demand Management role benefits from a broad skill set to achieve organizational and personal success:

  • Effective communication skills to present & discuss forecasting information with product and business managers and for senior management review.
  • Excellent collaboration and teamwork skills to negotiate across functional silos in creating achievable balanced supply and demand plans
  • Good data mining skills to recognise and quantify trends, seasonality, cyclicality, outliers, and inherent variability in historical customer demand.  The ability to identify external drivers of demand.
  • Intermediate to advanced PC & software (spreadsheet, ERP, reporting and collaborative planning, forecasting, and replenishment systems) literacy to automate the demand planning process.


    Required Education and/or Experience

  • Prior experience - performance in the role is enhanced with experience from within the organization — sales, supply chain, and marketing roles, where knowledge of the product range and ‘product position’ in the market together with appreciation for the formal and informal operational structure of the organization facilitate credibility and quality communication.
  • Academic background may include studies in Marketing, Strategic Planning, Business Management, Statistics, or Supply Chain management to provide the appropriate theoretical knowledge.

    Required Certification, Licensing or Traits


  • Certified Professional Forecaster from Institute of Business Forecasting & Planning - desirable
  • Role model Eastman values and principles


Eastman Chemical Company is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other characteristics protected by law.

Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.

Nearest Major Market: Asheville
Nearest Secondary Market: Knoxville

Job Segment: Supply Chain Manager, Strategic Planning, Marketing Manager, Demand Planner, Supply Chain, Operations, Strategy, Marketing