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Eastman is a global specialty chemicals company that produces a broad range of advanced materials, additives and functional products that are found in products people use every day. As a world leader in the diverse markets it serves, Eastman is focused on delivering innovative and technology-based solutions while maintaining its commitment to safety and sustainability. Serving customers in approximately 100 countries. The company is based in Kingsport, Tenn., USA, and employs approximately 15,000 people around the world.

 

Eastman is currently searching for a Sales Specification Rep.  to cover a specified territory in Mexico and Central America.

 

The Sales Specification Rep will be responsible for:

 

  • Identifying, developing and winning sales opportunities by securing specifications for Eastman Specialty Plastics with OEMs and Brands in Consumer Durables, Medical and Packaging markets.
  • Determining prospective customers unmet needs and propose Eastman solutions to satisfy the unmet needs.Understanding the buying processes at OEM’s and clearly identifies influencers and the economic buyer to enable adoption of Eastman solutions.
  • Executing commercial translation packages to potential OEM’s in a specified territory.
  • Using our Opportunity Management (OM) system to track progress of single sales opportunities. Use of SFDC is a must to this position.
  • Using the Consultative Selling Process and Strategic Selling as primary methodologies to effectively engage customers and co-workers.
  • Developing strong relationships between companies throughout all levels of the customer buying process.
  • Developing an understanding of customer's decision making process and how they make money.
  • Collaboratively working with Eastman technology, sales, applications development, design services, marketing communications and the business to move single sales opportunities through the Opportunity Management (OM) funnel and be a leader inside the group working as a team player towards the growth of the business and the region for SP.
  • Working with and supporting regional distributors on identifying, developing and closing new sales opportunities.

 

Education:

 

  • Bachelors, Masters, or PhD from an accredited college or university is required. (Science or Engineering preferred or business and marketing also to be considered)

 

Required Travel:

 

  • This position will require a minimum of 50% travel

 

Preferred Experience:

 

  • Minimum of 3 to 5 years of sales experience preferred with strong background in new business development.
  • Engineering plastics experience a plus.
  • Experience managing sales in a territory or market through identification and closure of new business opportunities.

 

Preferred Skills/Attributes:

 

  • General working knowledge of engineering & thermoplastics used in injection molded, extruded, and extrusion-blow-molded articles in the consumer durables market space.
  • Specific, detailed knowledge of properties, processing characteristics, and pricing of selected thermoplastics including; polycarbonate, acrylic, TABS, clear PVC, and SAN.
  • Ability to develop and execute a sales project plan that identifies potential companies with products requiring a clear, tough polymeric solution.
  • Ability to identify and gain access to key influencers and decision-makers who specify and approve the use of polymeric materials for consumer durable products.
  • Ability to effectively develop win/win business proposals that will be supported internally and accepted by the customer to gain new business for Eastman.
  • Project management skills that enable single sales opportunity to advance through the OM funnel and SFDC.
  • Ability to identify all potential internal or external barriers to close new business.
  • Able to work with plastic processors (with help from technical service reps as needed) to enable a smooth transition to a new polymer.
  • High level of motivation, initiative and sense of urgency.
  • Excellent oral and written communication skills.
  • Effective presentation skills. Fluent written and spoken English is a must

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.


Job Segment: Sales Rep, Business Development, Communications, Marketing Communications, Sales, Marketing

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