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Eastman is a global advanced materials and specialty additives company that produces a broad range of products found in items people use every day. With a portfolio of specialty businesses, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. Its market-driven approaches take advantage of world-class technology platforms and leading positions in attractive end-markets such as transportation, building and construction and consumables. Eastman focuses on creating consistent, superior value for all stakeholders. As a globally diverse company, Eastman serves customers in more than 100 countries and had 2017 revenues of approximately $9.5 billion. The company is headquartered in Kingsport, Tennessee, USA and employs approximately 14,500 people around the world. For more information, visit www.eastman.com.

MARKET DEVELOPMENT MANAGER

 

Position Purpose:

Asia and Australia are growing market geographies for Amine technology (Adapt) of EMN Energy business and business priority focus. Marketing support is critical to achieve business growth objective and priority.  Market Development Manager (MDM) position provides required marketing support. It is success critical to maintain continuity between target market, customers and business priority.

 

Role Description

Responsible for the execution of strategy for market-facing initiatives to drive and maintain growth in assigned market segments (Oil and Gas industry, gas processing segment).

 

Develops and executes market plans while also monitoring their effectiveness and adjusting when necessary.

 

Serves as an expert on EBME framework and coaches others.

 

Manages Stage Gate Projects through completion and/or serves as Marketing subject matter expert as needed.

 

Effectively collaborates and communicates with all relevant stakeholders within assigned market segment. 

 

This role must collaborate seamlessly with account managers (day to day sales and new business development), technical support engineers (facilitate activities with customers in sampling process, application and operational details, assess value), researchers, scientists and customers in the value chain.

 

This role will lead marketing initiatives to gather market intelligence, develop market mapping, identify business opportunities and lead initiatives to tap on business opportunities.  Candidate must be technically savvy to understand complex value chain, gas processing technologies, being able to easily communicate with operators and engineers working for operators.

 

 

 

Job Responsibilities:

 

  • Contributes to the development of Addressable Market Maps and existing offers through segment cross-functional teams
  • Responsible for determining best path for specific initiatives surfaced from market strategy work, developing the plans for execution, executes the plan (either directly or indirectly) and monitoring its effectiveness
  • Leads or supports growth projects as a Marketing resource by using the EBME framework to make quality strategic choices on all initiatives; assists others as needed
  • Establishes and tracks metrics to ensure post launch efforts are contributing to segment’s strategy and performance; provides recommendation to Marketing leaders if changes are needed
  • Enters new opportunities for initiatives into Leads Management (SFDC) so that leads can be properly managed and tracked as they are passed on to Sales
  • Makes recommendations on potential growth initiatives in the market based on market trends and insights, as well as customer discovery
  • Creates understanding of value of Eastman offerings vs. alternatives by developing Economic Value Estimates (EVE™) with Product Manager
  • Develops transition plans and materials as well as provides coaching to Sales and other supporting functions in preparation for a new product launch
  • Communicates offers that tie to initiatives; offers may be new, existing, or revised
  • Draws conclusions from multiple sources to create insights that support growth projects
  • Networks and becomes an industry expert in assigned markets
  • Interfaces with leverage points through the value change to identify potential product and application opportunities
  • This role must collaborate seamlessly with account managers (day to day sales and new business development), technical support engineers (facilitate activities with customers in sampling process, application and operational details, assess value), researchers, scientists and customers in the value chain
  • This role will lead marketing initiatives to gather market intelligence (competitive intelligence: 4P, 3C), develop market mapping, identify business opportunities and lead initiatives to tap on business opportunities
  • Candidate must be technically savvy to understand complex value chain, gas processing technologies, being able to easily communicate with operators and engineers working for operators.
  • Territory focus: ASPAC, AUS, ME

 

 

Knowledge and Skill Requirements

 

Functional Skills and Capabilities

  • Develops Marketing Skills in others
  • Develops Industry/ Market Expertise and Insights
  • Identifies Opportunities
  • Demonstrates Segmentation and Targeting
  • Manages Projects
  • Develops Business Cases (Investment Level)
  • Develops Marketing Mix
  • Develops Value Propositions and Offers
  • Assesses Solution Feasibility
  • Activates Markets
  • Decision Making
  • Collaboration

 

Required Education and/or Experience

  • Engineering Bachelor’s Degree discipline required; Chemical Engineering desired. MBA degree preferred
  • 5+ years prior experience in commercial, marketing or relevant technical roles (directly related Natural gas processing plants – part of Oil and Gas industry)
  • Candidate must be technically savvy and working experience to understand complex value chain of gas processing technologies (Amine scrubbing, related applications, related manufacturing operations), being able to easily communicate with operators and engineers working for operators
  • Strong business/marketing acumen

 

 

Travel Requirements

 

25-50%

  • Travel to visit customers must be coordinated and communicated with regional account managers. If naturally aligned, leverage regional account managers’ traveling and ask them to tap on to new customer leads
  • Coordinate with technical service engineers to maximize outcome from any customer visits

 

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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