Commercial Manager
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 company, Eastman employs approximately 14,000 people around the world and serves customers in more than 100 countries. The company had 2024 revenue of approximately $9.4 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.
Description
The Commercial manager is responsible for owning the interface with the customer/market, to develop meaningful relationships to drive new innovation-based growth and to maintain/protect existing business. Responsible for collaborating with Segment Teams as potential sales opportunities are being won to ensure a seamless transition for ongoing success of specified business. This position offers a unique opportunity to shape the way Eastman strategically develops its business in the Aventa platform, placing you at the forefront of this innovative initiative. Approximately 50%+ travel is required for this role.
Responsibilities
- Translate business strategy into sales targets, priorities and action plans to deliver results
- Provide deal level coaching and direct support for critical opportunities
- Participate in customer activities with sales reps to observe, evaluate, coach and support
- Generate targets aligned with the business strategy to deliver future growth
- Deliver volume and variable margin targets within P&L; grow region faster than industry average in target segments; penetrate segments and deliver market share growth
- Steward the customer’s development, evaluation and decision-making for the new solutions
- Identify opportunities and act to strengthen Eastman’s position in the eyes of the customer
- Keep abreast of all industry trends, including new products, applications, and competitive moves; and effectively communicate key learning’s to internal partners.
- Collaborate with internal resources to ensure Opportunities are provided with the required resources to ensure timely funnel movement
- Closely works with the R&D team to articulate product specifications and requirements to ensure that the development aligns with market needs and customer expectations
- Responsible for facilitating and driving a collaborative environment, between Eastman and customer, to translate product concepts into technical targets that R&D can act upon
- Collaborating with the R&D team to identify and allocate necessary resources, including personnel, technology, and budget, to ensure that projects have what they need to succeed, Identifying potential risks and challenges in the development process and working with R&D to develop mitigation strategies. This includes anticipating technical hurdles and ensuring contingency plans are in place
- Cultivate a broad network of relationships across the value chain and within the customer organizations beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to enable successful development of new business
Qualifications
- Bachelors degree is required; Masters preferred
- 10+ years of experience in an industry-related commercial role
- Extensive knowledge of bio-resin, food service markets and customers
- Strong technical/IP knowledge, market and customer strategy and planning experience
- Experience with CRM and other sales systems and tools
- Past experience working with leading regional integrators
- People leader with excellent communication skills
Eastman Chemical Company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, pregnancy, veteran status or any other protected classes as designated 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
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Marketing Manager, Application Developer, CRM, Procurement, Marketing, Technology, Operations