Account Manager
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 and diverse company, Eastman employs approximately 14,500 people around the world and serves customers in more than 100 countries. The company had 2022 revenues of approximately $10.6 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.
Responsibilities
Role Description
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 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.
Utilize 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.
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 continual 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
Account Planning
Account Penetration
Customer Needs and Opportunity Assessment
Opportunity Management
Prospecting
Targeting & Territory Management
Call Planning
Value Proposition Development and Reinforcement
Negotiation
Account Team Leadership
Financial and Business Acumen
Internal Communication and Teamwork
Forecasting
Passion for Selling: understanding and shaping customer and market behavior, developing insights meaningful to customers’ success, leveraging data, and using a disciplined approach in key sales processes
Tenacious: pursues goals with energy, seldom gives up, always looks for possibilities, breaks down perceived barriers
Inquisitive: leverages the skills of questioning, resolve gaps in information, makes informed choices, and leverages experts
Qualifications
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Required Education and / or Experience. Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering all preferred) |
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, 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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