Account Manager - APR
Founded in 1920, 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 company, Eastman employs approximately 14,000 people around the world and serves customers in more than 100 countries. The company had 2024 revenue of approximately $9.4 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.
About Role
The Account Manager is responsible for executing our business and contracting 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 must prioritize efforts across the territory, articulate compelling customer value propositions, develop region and account strategies which align with our business strategies and continually implement deep discovery skills to understand customer and competitive behaviors and strategies.
The position can be home based in India, Singapore, Indonesia or Vietnam in the proximity of an international airport. Approximately 50% travel is required for this role.
Responsibilities
• Negotiate pricing and commercial terms of sales contracts as per the business contracting strategies and account plans
• Use effective techniques to protect and close business ensuring sales order values meet sales targets
• Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
• Develop market / customer / competitive insights and identifies innovation opportunities via customer and territory analysis and collaboration with internal / external partners
• Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and communicate this internally to inform business and regional strategies
• Create, develop, and execute Territory Management Plan and Account Plans to ensure business and segment strategies are implemented and targets are met or exceeded
• Cultivate a network of relationships across the value chain and within the customer organization beyond procurement to understand customer strategies and drive innovation opportunities
• Use Salesforce.com 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
• Effectively leverage Salesforce.com CRM for documentation, collaboration, and analysis
Required Qualifications, Experience and Skills
• Bachelor’s degree in business, technical or science from an accredited university is required
• 5+ years of experience in a consultative sales capacity
• Fluency in English is essential
• Experienced in developing and executing account strategies and leverage influence across the value chain
Eastman Chemical Company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, pregnancy, veteran status or any other protected classes as designated by law.
Eastman is committed to creating a highly engaged workforce, where everyone can contribute to their fullest potential each day.
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