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Sales Representative

Job Requisition ID:  36349

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 2019 revenues of approximately $9.3 billion and is headquartered in Kingsport, Tennessee, USA

The Chemical Intermediates Business

The Chemical Intermediates segment leverages large scale and vertical integration from the acetyl, olefins and methylamine streams to manufacture diversified products that are sold externally for use in markets such as industrial chemicals and processing, building and construction, health and wellness, and agriculture as well as used internally by other segments of the company.

The Role

The Sales Representative for Functional Amines and Acetyls & Intermediates business lines is responsible for developing and executing the territory plan at the customer level aligned with enabling their customers’ success and executing the business strategy. To effectively accomplish this the Sales Representative must prioritize efforts across their territory, generate demand through discovery to uncover unmet needs, successfully progress opportunities to win new business, protect existing business, articulate compelling customer value propositions and develop account plans.  Approximately 50%+ travel is required for this role.
 

Responsibilities

•    Plan, complete, document (with follow up) sales calls as per the territory management plan
•    Negotiate pricing and commercial terms of long-term supply agreements 
•    Generate and develop sales leads within the sales territory to find new opportunities and achieve sales goals
•    Cultivate a network of relationships within the customer organization, beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) 
•    Use effective techniques to protect and close new business, ensuring sales order values meet sales budget targets
•    Use Opportunity Management process to effectively prioritize, track and win or protect sales opportunities
•    Create and maintain Territory Management Plan to ensure maximum business growth from the sales territory
•    Proactively develop and document appropriate level of account plans for accounts within territory
•    Ensure opportunities have the required resources to enable timely funnel progression
•    Utilizes consultative selling skills to effectively communicate and capture value 
•    Develop market / customer insight and identify growth opportunities via customer and territory analysis and collaboration with internal / external partners
•    Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
•    Conduct data-based territory analysis and prioritize efforts to maximize territory performance

Eastman Behaviors

•    Market Insight
•    Courage
•    Optimism
•    Bias for Action
•    Adaptability

Required Education and/or Experience

•    Masters degree from an accredited college or university is required.  (Science, Finance or Engineering all preferred)
•    2 years of commercial experience
•    Languages: excellent command in English, preferably in combination with one other Eastern European language (Russian, Polish, Hungarian or Czech preferred)
 

Interested?

Please send your application via the apply button.

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.


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