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Account Manager

Job Requisition ID:  37174

Responsibilities

This role will work from a home office in the US.

Role Description
The North America Intermediates Account Manager is responsible for executing our Care Chemicals business strategy for the Intermediates Customer Segments 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 their territory, generate demand through discovery to uncover unmet needs, articulate compelling customer value propositions, leverage internal cross-functional partners and develop account strategies which align with our business strategies.  Approximately 50%+ travel in the US and Canada is required for this role and can be based at a home office.

Accountabilities

Key Result Area    Measure  
Growth and Innovation
    Value-add Growth (Total vs target and YOY Growth)
New Business Won – Revenue
Protect Business Won – Revenue 
New Business Win Rate % of Total Expected Wins
Protect Business Win Rate % of Total Expected Wins
Sales Calls Per Month vs target (TMP) with completed pre-call plans
% of customer face time outside of procurement 

Responsibilities (Please list in descending order of priority)
Plan, complete, document (with follow up) customer interactions per the territory management plan
Negotiate pricing and commercial terms of sales agreements consistent with the Segment Offer
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 (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to develop new business
Use effective techniques to protect and close new business ensuring sales order values meet sales budget targets
Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
Create and develop Territory Management Plan to ensure maximum business growth from the sales territory
Proactively develop and document appropriate level of account plans for accounts within territory
Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
Utilize consultative selling skills to effectively communicate and capture value 
Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
Conduct data-based territory analysis and prioritize efforts to maximize territory performance 
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 
 

Qualifications


Required Education and/or Experience
Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering all preferred)
Masters Degrees will be considered (MBA preferred)
5-10 years of Sales experience
Experience developing and executing large account strategies
Use of a structured CRM system is a strong preference

Traits
Passion for Selling:
⦁    Is consistently obsessed with understanding and shaping customer and market behavior
⦁    Connects the dots to develop insights meaningful to customers’ and Eastman’s success
⦁    Leverages data for learning, decision making, and prioritization
⦁    Uses a disciplined approach in developing and following successful patterns in key sales processes

Tenacious:
⦁    Pursues goals with energy, drive and a need to finish
⦁    Seldom gives up before finishing, especially in the face of resistance, rejection or set-back
⦁    Always looks for the possibilities and skillfully does discovery to overcome obstacles    
⦁    Breaks down or works around perceived barriers; gets to the right decision makers internally and externally

Inquisitive:
⦁    Leverages the skills of questioning, observation, listening and networking to gain a deep understanding of our customers’ goals, needs and issues 
⦁    Takes the required action to resolve gaps in information, knowledge or understanding
⦁    Gathers all information needed to make informed choices 
⦁    Leverages experts and other key individuals as important sources of information 
⦁    Uncovers relevant information to make accurate judgments and sound decisions 
 


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