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Account Manager

Job Requisition ID:  26275

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


Position Purpose


The Account Manager is responsible for growing Eastman’s Coatings & Inks business into several market segments. Manage existing business, distributor, leads growth project to potential customers & new applications. Geographical responsibility covers Southeast Asia (Malaysia, Indonesia and Singapore).


The Account Manager serves as regional key account lead price negotiation with regional lead buyer based in his/her territories.


Job Responsibilities


  1. Responsible for the achievement of the sales/financial target and new business development target.
  2. Cultivate a network of relationships across the value chain/ within the customer organization beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) and discover customer unmet to develop offer with strong value proposition.
  3. Negotiate pricing and commercial terms of sales agreements.
  4. Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and uses this to expand sales within the territory
  5. Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy and collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement.
  6. Create and develop Territory Management Plan to ensure maximum business growth from the sales territory
  7. Plan, complete, document (with follow up) sales calls as per the territory management plan
  8. Proactively develop and document appropriate level of account plans for accounts within territory
  9. Continuously improve forecast accuracy based on customer insights, market insights, and opportunity progression to enable inventory management and service level achievement at customers.
  10. Manage distributor to exceed yearly targets and execution of development plan
  11. Develop and maintain professional and productive relationships with other functions including Supply Chain, Technical Services, and Manufacturing to support business needs.
  12. Support collaborative effort with Marketing and Technology in pursuing new application/product and business strategy development.
  13. Continuously develop skills using the right tools to enhance business, management, and strategy development capability.


Knowledge and Skill Requirements (To include education and experience)


  • 7-10 years of sales experience in Coatings & Inks industry.
  • Strong negotiation skills with high level to influence achievement of customers and partners
  • Demonstrate technical skills and enjoy meeting with customer
  • Strategic thinking, proactive and result-oriented
  • Self-motivated, assertive and taking initiative to resolve problem and work independently.  
  • Strong communication, presentation and good interpersonal skill to work with team.
  • Bachelor’s degree in chemical or related field
  • Master’s degree or MBA is a plus


Travel Requirements


Required to spend 40-50% of time on travel status for customer visits; trade shows; training; and regional/global meeting.


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.

Job Segment: Account Manager, Business Development, Supply Chain Manager, Marketing Manager, Supply, Sales, Operations, Marketing