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Commercial Leader

Job Requisition ID:  36655

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.

Responsibilities


Critical to the success of this position is:
Profound experience in the Animal Nutrition feed additive industry, with a focus on the monogastric sector
Strategy and marketing acumen with experience in business building and the implementation of strategies
Segmenting, targeting, positioning experience and know-how to the level of being a thought leader and coach for the team
Strong strategic sales and thought leadership capabilities combined with deep industry knowledge of additives into monogastric (poultry/swine) gut health and hygiene and preservation
Specific experience in selling additives for antibiotic-free diets and/or working for integrators/feed producers in a technical management or marketing management capacity. Additive experience examples include: organic acids, phytogenics, essential oils, mycotoxin binders, prebiotics, probiotics
Strong collaboration skills and stakeholder management skills with external customers, brand owners, and other influencers; ability to engage with nutritionist level up to CEO/COO level to drive purchase decisions
Strong coaching capability across the cross-functional team (marketing plans, project funnel management, account planning, territory setup and planning)
Ability to effectively collaborate with Business, Technology, Sales, and other Marketing personnel will be critical to execute plans and be successful in this position.
Ability to effectively execute across the entire region
Experience with customer relationship management software (e.g. Salesforce), they need to be (or become) very familiar with this CRM system and be able to coach the team.
Key Responsibilities:
Lead strategy and continue the strategy development for the Animal Nutrition business in the REGION, building out the market participation for Eastman in the monogastric sector with a focus on preservation & hygiene and gut health, with focus in US and selected LAR countries. 
Manage and coach the team building out market segment strategies (where to play, how to win choices) which roll up into a regional marketing plan.  Define, justify and secure investments required to execute plan.
Manage and motivate a high performing cross-functional team with the direct sales and marketing group and the broader affiliated team from technology, supply chain, regulatory, product management and communications 
Lead regional BOM (business operating model) routines, including portfolio management, WWCAR (winning with customers routines) and IBP(integrated business plan) inputs.
Secure aligned TMP (territory management plans) for account managers with other functions
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
Build robust account plans with key innovators and deliver relationship matrix to influence purchase decisions; deliver share growth of specialty additives
Keep abreast of all industry trends, including new products, applications, and competitive moves; and effectively communicate key learning’s to internal partners.
Develop and deliver market activation strategies through collaboration with internal partners.
30-40% regional travel is expected in this role
 

Qualifications

The Eastman REGIONAL Commercial Leader (NAR/LAR), Animal Nutrition is responsible for leading a regional team of sales and marketing personnel, focused on delivering regional P&L at the volume and variable margin level through execution ownership of business segment strategies at the customer/market interface. The commercial manager is responsible for owning the interface with the customer/market, through his/her team, to develop meaningful relationships to drive new innovation based growth and to maintain/protect existing business. Also the REGIONAL Commercial Manager is the senior leader in the region that leads the broader cross-functional team and is accountable for the development of the Animal Nutrition strategy as well as the related execution. The role leads an organization of 5-15 employees directly reporting to him/her including initially 3 marketing professionals. He/she has a span of influence of a functional organization including AD/TS, Regulatory and Marcom professionals. The Commercial Manager will report to the General Manager, Animal Nutrition. 


Performance Measurements:
Financial performance in region (volume, variable margin)
Market share growth in region (growth vs. industry average)
New Business from innovation (drive account plans and market activations to deliver new business results)
SG project passes
Long term team capability build
Required Education:
Bachelor Degree or Master Degree from an accredited college or university is required
Bachelor degree in scientific field associated with feed additives (i.e. nutritional sciences, biological sciences) preferred, but not required and can be substituted with relevant industry experience
MBA preferred
Past experience (5+ years) selling/marketing specialty additives in the animal nutrition segment
Past experience working with leading regional integrators and animal producers (proven network)
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.

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, 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

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