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Account Manager, Care Chemicals

Job Requisition ID:  26284

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

Account Manager, Care Chemicals

Water Treatment & Specialty Additives

Home office based in the Benelux, Germany or France



The role:

The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and value-add growth for Eastman. To effectively accomplish this, the Account Manager prioritizes efforts across their territory, generate demand through discovery to uncover unmet needs, articulate compelling customer value propositions and develop account strategies which align with our business strategies.


We are looking for a result-oriented Sales professional with a strong bias for action. As our customers first point of contact, you interface with different people and cultures. The successful candidate brings a highly-developed commercial acumen in B2B environment, technical capabilities, contracting experience and strong communication and collaboration skills.


Reporting to the EMEA Sales Manager, you will fulfil a key role in the growth of our AFP- Care Chemicals Business Organization. This position will be home office based in Benelux, Germany or France.




  • Plan, complete, document (with follow up) sales calls as per the territory management plan
  • Generate and develop sales leads within the sales territory to close new opportunities and achieve sales goals
  • Cultivate a network of relationships across the value chain and within the customer organization beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to develop new business
  • Use effective techniques to protect and close new business ensuring sales order values meet sales budget targets
  • Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
  • Create and develop 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
  • Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
  • Utilize consultative selling skills to effectively communicate and capture value
  • Develop market / customer insight and identifies 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
  • Negotiate pricing and commercial terms of sales agreements (where applicable)
  • Conduct data-based territory analysis and prioritize efforts to maximize territory performance
  • Tailor Value Propositions to ensure customer benefits are communicated and understood
  • 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

Required background & qualifications:

  • BSc. or MSc. Degree in Chemistry, Science or Business from accredited university is required
  • Minimum of 5 years’ experience in selling to regional accounts, both direct customers as well as through distributors
  • Proven track record in maintaining and developing business
  • Experience with developing and executing account strategies and managing local or regional distribution partners
  • Fluent communication skills in English, other European languages are helpful

Functional Competencies and Capabilities:

  • Market Insight: Leverage market insights to guide decisions and determine what is right
  • Courage: Make courageous choices to innovate and accelerate value creation
  • Optimism: Optimistically focus on continual growth over a longer-term horizon
  • Bias for Action: Have a bias for action, prioritizing issues and making sound decisions, despite uncertainty or risk
  • Adaptability: Adaptable to market and customer opportunities quickly
  • Passion for Selling: Consistently obsessed with understanding and shaping customer and market behavior
  • Tenacious: Pursues goals with energy, drive and a need to finish; Seldom gives up before finishing, especially in the face of resistance, rejection or set-back
  • Inquisitive: Leverages the skills of questioning, observation, listening and networking to gain a deep understanding of our customers’ goals, needs and issues

Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.


For further information about this position please contact Ahmed Farah (Talent Acquisition Manager) via or send your application via the apply button.


Please note, we already have chosen our sourcing channels and kindly ask not to be contacted by search, advertisement, or staffing firms.

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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