Account Manager

Short Description

The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and variable margin growth for Eastman. To effectively accomplish this, the Account Manager must prioritize 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. This person will have sales territory responsibilities in Mexico, Ecuador, Central America & Carribean. Approximately 50%+ travel is required for this role.

Responsibilities

• Create, develop, and execute Territory Management Plan and account plans to ensure maximum business growth from the sales territory based on detailed analyses
• 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 to develop new business; utilize consultative selling skills
• Use effective techniques to protect and close new business ensuring sales order values meet sales targets
• Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
• Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
• Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
• Effectively leverage Salesforce for documentation, collaboration, and analysis
• 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)
• Tailor Value Propositions to ensure customer benefits are communicated and understood

Qualifications

• Bachelor’s degree from an accredited college or university is required (Science, Finance or Engineering all preferred)
• Master’s Degrees will be considered (MBA preferred)
• 5-10 years of Sales experience
• Experience developing and executing large accounts and/or commercial strategies
• Experience in chemical manufacturing companies highly preferred.