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Specialty Plastics/Circular Economy, Market Development Manager, Automotive

Job Requisition ID:  36828

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

Role Profile


Reporting to the Global Segment Market Manager, the Market Development Manager is responsible for driving the strategy for medium- and long-term success in Automotive. This is accomplished by proactively and strategically engaging and activating target OEMs, Tiers, and others in the value chain to drive stage gate projects and identify new opportunities via strategic SSOs while practicing the team approach for Automotive Strategic Development.  This position is also responsible for leading strategic partnership engagements and recommending others as necessary to advance the segmentation map and overall portfolio growth. This position can be home-office based in Germany, The Netherlands, France, The United Kingdom or Belgium and requires 60-70% travel, mostly within Europe. 



Market Development

  • Support the automotive strategy and segmentation priorities by leading customer facing engagements in EMEA and driving stage gate project advancement
  • Map the buying process at OEMs in the automotive market segment to identify key stakeholders and potential formulators
  • Build and maintain relationships with key stakeholders at all relevant points in the value chain, and work to network within these organization to introduced EMN SP to the appropriate levels
  • Identify specific commercial and technical needs to build and validate CTQs and EVE models that enable stage gate advancement and value pricing opportunities
  • Develop and implement a “push/pull” approach to Eastman portfolio choices, with strong pull at OEM level and equally compelling push from their value chain suppliers
  • Integrate with key Tier One suppliers, and introduce Eastman's Advanced Circular Recycling technologies to gain support, build potential alpha/beta relationships and create technical solutions
  • Work closely with regional and Global Application Development and Engineering teams to build a “two-in-the box” approach that drives rapid technical discovery and acceleration, parallel to commercial MDM goals and market strategy
  • Develop and lead project teams, building project plans, timelines, and accountability both internally and externally, to create resource alignment to assure projects advancement
  • Develop pricing strategy for projects and contribute to overall segment pricing plan.  Negotiate supplier pricing contracts as required per our MAP, (Market Activation Plan) and regional sales handoff
  • Develop and maintain SFDC ( to capture business opportunities, support required reports, create business visibility, and build metrics to show progress
  • Identify new opportunities that will build segment project options driving future stage gate projects and support with EMN process tools for early discovery
  • Seek, gather & distribute market intelligence, and contribute to the global technical knowledge-base through sharing of relevant learning & experience via Call Reports, emails, databases, etc.
  • Translate best practices of market activation tactics to other accounts and work closely with our global segment team to do the same.

Regional Strategic Marketing Leadership

  • Act as regional, automotive segment leader, interacting and supporting specialty plastics sales and technical teams.
  • Act is leader for regional segment strategy development, contributing to the annual global strategic review.
  • Play key role in the development of segment market activation plans and lead their implementation and handover to sales for translation, when appropriate.
  • Work to integrate with other Eastman business groups, such as Interlayers, Adhesives, Advanced Interlayers and Films to build a “One Eastman” brand by collaborating at OEMs.
  • Assume leadership role for strategic partnership engagements and recommend others as necessary to advance segmentation strategy and overall portfolio growth.
  • Co-develop regional marketing communication plan, including trade shows, technical conferences.
  • Assist with and lead development of marketing communications including press releases.

Qualifications, Experience and Skills


  • Bachelor’s Degree in business/marketing or technical discipline.  Advanced degree preferred. 
  • Minimum of ten (10) years in automotive polymer/plastic market/business development with strong technical understanding at major chemical/polymer producer, Tier, or custom compounder.
  • Fluency and excellent written skills in English.  German or French proficiency would provide additional benefit.
  • Strong understanding of Automotive OEM buying and decision-making behavior.  
  • Strong understanding and existing network at all regional OEMs, Tiers, and the extended value chain.
  • Strong understanding of segment strategies, customer segmentation, needs analysis, and new product market activation plans.
  • Hunter mentality and strong ability to understand customer decision making process and to quickly build strong relationships with target individuals.


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