Regional Commercial Director
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 14,000 people around the world and serves customers in more than 100 countries. The company had 2023 revenue of approximately $9.2 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.
Role Description
The Plastics Division Regional Commercial Director, Americas, is responsible for driving sales and ensuring regional alignment to global market plans to drive variable margin growth by optimizing price and volume. Our plastics business is comprised primarily of global segments, but with regional variation. Strong regional teams with close alignment of sales and marketing are critical to winning with our customers. The Regional Commercial Director selects, coaches, and develops a high-performing team of talented commercial professionals to achieve the short-term and long-term objectives of the business through translation of business strategy into an effectively executed go-to-market strategy.
Accountabilities
- Earnings: Delivers both short- and long-term growth, primarily through variable margin based on specific areas of commercial responsibility
- Innovation/Growth: Obsessively captures New Business and Protects business we hold; contributes to the growth portfolio strategy and ensures the portfolio will deliver on targets; develops initiatives for geographic expansions and inorganic projects.
- Stage Gate: Growth project portfolio – Gate 3 and 5 passed year 2 revenue and value add (future); new business from launches, launch effectiveness (year 2 revenue actual vs. G5 forecast)
- Capabilities/Talent Management: Attracts, develops, and retains a high-performing team and continually strengthens marketing, sales capabilities in the organization
- Activities: Sales excellence on territory and account planning, funnel management, and strategic selling. Gatekeeping, funnel build, close rate, adoption and use of Enabling Business & Marketing Excellence (EBME) framework, formal assessments of sales and marketing processes and capabilities
Responsibilities
- Leads regional commercial resources based on specific areas of commercial responsibility. These include:
- Sales resources, both business development managers and account managers
- Shared responsibility of Market Development Managers with Segment Market Leaders
- Defines the regional commercial strategy and tactics required to grow profitably
- Identifies and prioritizes opportunities for growth and ensures regional resources are aligned
- Participates on portfolio management team to set growth portfolio strategy and provide guidance to gatekeepers for Stage-Gate regarding portfolio expectations:
- Helps ensure the best projects are in the portfolio (aligned with strategy) and that projects are resourced for success
- Facilitates the launch and commercialization efforts for new offerings in partnership with technology
- Achieves the short-term and long-term financial objectives of the business through translation of business strategy into an effectively executed go-to-market strategy – including sales strategy
- Sets coaching as a priority. Personally, coaches and develops commercial managers in their reporting line
- Drives a culture of Winning with Customers within the business overall
- Ensures integration of business, product, and customer strategies to ensure consistency, alignment, and actionability through the effective management of teams and collaboration with global leaders within the business unit
- Supports inorganic growth strategies
- Supports continual improvement for Enabling Business and Marketing Excellence (EBME) and Stage Gate training at direction of Corporate Steward, EBME and Stage-Gate
- Develop and deliver the unconstrained 24 month rolling demand forecast for the business to the Global Supply Chain organization, including upside/downside scenarios, through effective leadership of the Integrated Business Planning Step 2 Supply Review.
- Lead execution of the consensus demand plan and develop gap closing actions for deviations between the consensus demand plan and business targets.
Qualifications
- Bachelor’s Degree required. MBA degree preferred
- 15+ years’ prior experience in sales, marketing, product management
- Complex project leadership experience and capability
- Strong business/financial acumen
- Demonstrated knowledge of marketing acumen
- Extensive knowledge of global markets/customers
- Expertise in sales methodologies, tools, CRM, and related analytics
Eastman Leadership Competencies:
- Self-Leadership
- People Leadership
- Results Leadership
- Thought Leadership
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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Supply Chain, Supply, CRM, Product Manager, Operations, Technology, Marketing