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Regional Account Manager

Job Requisition ID:  27001

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 www.eastman.com.

 

 

Position Purpose

 

The primary purpose of the Regional Account Manager is to protect and grow existing business and close more new business opportunities, especially those from innovation by leveraging our portfolio of aviation products, including EastmanTM Turbo Oils (ETO) and SkydrolTM aviation hydraulic fluids. The Regional Account Manager leads with strategic customers who are regional in nature.  A key function of the role is to capture customer insights using Salesforce CRM tool, including but not restricted to account plans, call reports, opportunities and forecasting. The incumbent must have a passion for selling delivering on short, medium, and long term goals for variable margin, revenue, and volume.  Additionally, this role will provide first line technical support and services and will be required to work closely with cross functional teams to improve territory performance and close new opportunities. The customer base includes commercial airlines, MRO’s, OEM’s, distributors/resellers and military.

 

Job Responsibilities

 

  • Effectively utilize consultative selling processes to increase share of wallet and generate mutual growth with new and existing customers
  • Lead development and execution of the account strategy.  Gains support for the account strategy aligned with each business strategy
  • Build and lead the cross functional account teams.  Provide day-to-day support, direction, and coaching of account team members
  • Use Opportunity Management processes with the account team to effectively prioritize, track and drive all sales opportunities related to the account
  • Engage with the customer at the executive level and throughout the organization to understand and influence the customer’s strategy and objectives; uncover and influence prioritization of needs; and ensure that Eastman’s proposals have support at the customer prior to price/service negotiations with customer
  • Leverage understanding of the customer, their strategy, and how they win to directly influence Eastman business strategies and offerings
  • Facilitate executive relationships between Eastman and the customer
  • Understand the customer’s key business drivers and impact on business results and use this information to develop mutually beneficial offerings 
  • Develop a set of shared goals and objectives for growth with the customer
  • Utilize Eastman value propositions in offers to customers and translate them into specific financial benefits.

 

Knowledge and Skill Requirements

 

Required Education and/or Experience

  • Bachelor Degree from an accredited college or university, required
  • MBA preferred
  • 5 to 10 years of commercial or industry experience
  • Experience developing and executing regional account strategies with cross functional regional members
  • Marketing or product management experience in addition to sales experience is preferred

 

Required Certification, Licensing or Traits

 

  • Passion for Selling:
    • Is consistently obsessed with understanding and shaping customer and market behavior
    • Connects the dots to develop insights meaningful to customers’ and Eastman’s success
    • Leverages data for learning, decision making, and prioritization
    • Uses a disciplined approach in developing and following successful patterns in key sales processes

 

  • 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
    • Always looks for the possibilities and skillfully does discovery to overcome obstacles   
    • Breaks down or work around perceived barriers; gets to the right decision makers internally and externally

 

  • Inquisitive:
    • Leverages the skills of questioning, observation, listening and networking to gain a deep understanding of our customers’ goals, needs and issues
    • Takes the required action to resolve gaps in information, knowledge or understanding
    • Gathers all information needed to make informed choices
    • Leverages experts and other key individuals as important sources of information
    • Uncovers relevant information to make accurate judgments and sound decisions

 

Travel Requirements

Approximately 50%+ travel is required for this role

 

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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