Account Manager

Role Profile

The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and variable margin 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 which align with our business strategies.

The position can be home based anywhere in the US, ideally on the Eastern half of the US, and in the proximity of an airport.  Approximately 50%+ travel is required for this role.

Responsibilities

• 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 Salesforce 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

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 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

Traits and Behaviors

• 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

• Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering all preferred)
• Master’s Degrees will be considered (MBA preferred)
• 5-10 years of Sales experience
• Experience developing and executing large account and/or commercial strategies