Regional Account Manager

About Advanced Interlayers Automotive at Eastman

Eastman is trusted the world over for its commitment to improving driver and passenger safety, as well as elevating driving performance through innovation of new materials. Since 1937, Saflex® interlayer technology has become the gold standard in laminated glass. Automotive engineers and glass fabricators alike depend on the Saflex brand to provide quality products, reliable service, and expert advice. Whether it’s fine-tuning the cabin ride, reducing solar glare, adding privacy and security, or creating a safer way to access technology while driving, we'll do everything possible to help you find solutions to your design needs. For more information, please visit www.saflex.com.

Role Profile

The Account Manager is responsible for executing our AMI auto business strategy at the customer level. The goal is enabling customer success and optimizing volume, revenue, and stable 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 and develop account strategies which align with the business strategies. Approximately 50%+ travel is required for this role and can be based at a home-office. Reporting to the Sales Manager, you will fulfil a key role in the commercial growth of Eastman.

Responsibilities

• Create and develop Territory Management Plan to ensure maximum business growth from the sales territory
• Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
• Plan, complete, document (with follow up) customer interaction as per the territory management plan
• Negotiate pricing and commercial terms to ensure continuous optimization of the territory
• 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
• 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
• 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

• Bachelor’s Degree in business, technical or science from an accredited university is required
• 10+ years of experience in a consultative sales capacity

Fluency in English is essential, other language skills such as Mandarin or Spanish are beneficial