Global Key Account Executive

Role Profile

The Global Key Account Executive (GKAE) serves as Eastman Chemical Company’s sales leader to drive customer strategy and lead the cross-business global account team in generating growth and value creation for the customer and Eastman. The GKAE leads with strategic customers who are global in nature. To effectively accomplish this, the GKAE must develop account strategies; translate strategies into tactical plans and prioritized opportunities; provide guidance and alignment to the team; and lead engagement with the customer. Requires travels 50% or more of the time.

This is a remote U.S. Based role.

Responsibilities

• Effectively utilize consultative selling processes to increase share of wallet and generate mutual growth with new and existing products.
• Lead development and execution of the Account Strategy. Gains support for the Account Strategy aligned with each business strategy.
• Build and lead the cross functional account team. Provide day-to-day support, direction, and coaching of account team members.
• Use Opportunity Management processes with the account team to effectively prioritize, track and drive all sales opportunities related to the account.
• Ensure that the Interaction Plans for all account team members are maintained and executed in alignment with the Account Strategy.
• Engage with the customer at the executive level and throughout the organization to understand and influence the customer’s strategy and objectives; uncover and influence prioritization of needs; and ensure that Eastman’s proposals have support at the customer prior to price/service negotiations.
• Effectively leverage CRM for documentation, collaboration, and analysis
• Leverage understanding of the customer, their strategy, and how they win to directly influence Eastman business strategies and offerings.
• Facilitate executive relationships between Eastman and the customer.
• Understand the customer’s key business drivers and impact on business results and use this information to develop mutually beneficial offerings.
• Develop a set of shared goals and objectives for growth with the customer
• Utilize Eastman value propositions in offers to customers and translate them into specific financial benefits.

Traits (success enablers)

• 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 

Qualifications

• Bachelor Degree from an accredited college or university, required
• MBA preferred
• 10 - 15 years of commercial experience
• Experience developing and executing large, multi-business Account Strategies with cross functional teams
• Business management / P&L experience, marketing, or product management