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Segment Market Manager

Job Requisition ID:  26292

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 2018 revenues of approximately $10 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit

Role Description

The Segment Market Manager is responsible to define and manage market strategies and activities that turn into profitable growth for all packaging applications (metal can coatings, release coatings, inks, etc.). Specifically, this role translates the market strategies into actionable market execution plans. Is accountable for the activities within assigned markets and delivers results within established strategies, including offer adjustments if needed. This role has multiple direct reports (MDMs), leads a cross functional segment team (Technology, Product and Pricing, and Sales) and collaborates with Marketing Communications to build & execute integrated marketing communication plans.


  • Annual Earnings:  For assigned segment(s) / channel within the context of the business strategy: revenue, segment share versus target, total variable margin delivery per segment (as a percent of revenue) including:
    • Variable margin gains frm closing new business
    • Variable margin lst due to lost business
    • Variable margin due t spread over raw material compression
    • Variable margin due t changes in mix
  • Innovation: Vitality Index (sales from new products and applications as percentage of total sales), contributes to growth portfolio strategy and resource allocations measured against target growth matrix
  • Growth: Healthy growth project portfolio measured by launch effectiveness (year 2 revenue vs gate 5 target); Gate 5 launches (measured by projected year 2 revenue); new business from market development and innovation (won business in OM that is either in a new product or a new application)
  • Capabilities/Talent Management: Attracts, develops, and retains a high-performing team and continually strengthens marketing capabilities in individuals and the organization; completes EPMP reviews quarterly and annually; contributes to succession planning and development activities; supports talent initiatives



  • Responsible for the management of the product portfolio as assigned in the context of a cross functional business team:
    • Actively drives pportunities to closure at segment level Winning with Customer Action Reviews
    • Guides mnthly Integrated Business Process segment reviews and determines actions and interventions needed to deliver on plan
    • Supprts Business Leadership team in driving initiatives to meet product strategy and targets
  • Maintains Addressable Market Map and existing offers through management of segment’s cross-functional team.
  • Develops strategies for market segment in collaboration with Marketing Leader and other key stakeholders (e.g. MDM, Sales, Technology, MarCom, etc.)
  • Makes recommendations on initiatives from strategies via annual marketing plan (includes resource cost and expected results)
  • Oversees the results from the overall market (i.e. all initiatives and results) and recommends how we should adjust or reallocate resources
  • Leads the multi-generational plan development with a cross-functional team to ensure long-term share targets are achieved
  • Establishes pricing strategy and oversees variable margin improvement opportunities at an order, customer, market segment, application, and geography level
  • Manages growth projects and activation plans based on market strategies within the Addressable Market Map
  • Leads, directs and develops the capability of marketing team members (direct reports), if applicable
  • Coaches others in the use of EBME tools
  • Draws conclusions from multiple sources of intelligence to create insights that support strategies
  • Networks and becomes an industry expert in assigned markets


Leadership Role: Yes     


Reports To: Marketing Director


Eastman Leadership Behaviors

Demonstrates Strategic Insights and Execution (Thought Leadership)

  • Leverage market insights to guide strategies and make superior choices
  • Demonstrate adaptability in shaping opportunities and executing strategy
  • Make courageous decisions short and long term - to innovate and accelerate value creation

Exhibits Courageous leadership to drive results (Results Leadership)

  • Lead with a bias for action in prioritizing issues and making decisions despite uncertainty or risk
  • Demonstrate adaptability in deploying resources to build competitive advantage and deliver results
  • Optimistically lead teams to pursue superior outcomes for our stakeholders

Builds and Inspires High Performing Teams (People Leadership)

  • Actively coach & inspire teams through courageous conversations to accelerate performance
  • Demonstrate adaptability in the creation of a collaborative and inclusive work environment
  • Lead people through change with a bias for action  


Functional Skills and Capabilities


  • Develops Marketing Skills in others
  • Develops Industry/ Market Expertise and Insights
  • Identifies Opportunities
  • Demonstrates Segmentation and Targeting
  • Manages Projects
  • Develops Business Cases (Investment Level)
  • Develops Marketing Mix
  • Develops Value Propositions and Offers
  • Assesses Solution Feasibility
  • Activates Markets
  • Decision Making
  • Collaboration


Required Education and/or Experience

  • Bachelor’s Degree discipline required. MBA degree preferred
  • 10+ years prior experience in commercial, marketing or relevant technical roles
  • Strong business/marketing acumen

Required Certification, Licensing or Traits

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: Marketing Manager, Communications, Marketing Communications, Application Developer, Market Manager, Marketing, Technology, Sales