Account Manager Specialty Plastics

Responsibilities

The Account Manager is responsible for executing our business strategy at the customer level, enabling customer success and optimizing volume, revenue, and value-add 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 that align with our business strategies. Approximately 65% ​​or more travel is required for this position.

Responsabilities:

• Create, develop, and execute Territory Management Plan and account plans to ensure maximum business growth from the sales territory based on detailed analyzes
• 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; use 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 identify growth opportunities via customer and territory analysis and collaboration with internal / external partners
• Effectively leverage CRM 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
• Use 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

Qualifications

Enabling Competencies:

• 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 continuous 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

Required Education and/or Experience

• Bachelor Degree from an accredited college or university is required (Science, Finance, Marketing, Sales or Engineering all preferred)
• Masters Degrees will be considered (MBA preferred)
• 5-10 years of Sales experience
• Experience developing and executing large account strategies
• Experience in selling Engineering Plastics through complex value chains
• Knowledge of international trade mechanisms and sales requirements for LAR countries and the USA is a must
• Negotiation skills is a must
• Presentation skills in English and Spanish are required