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Specification Representative

Job Requisition ID:  36587


Role Description:
The Specification Sales Representative is responsible for executing our business strategy at the downstream customer level, enabling customer success through identifying, developing, and securing new specifications for Eastman offerings in downstream applications. Responsible for collaborating with Sales Representatives as potential sales opportunities are being won to ensure a seamless transition for ongoing success of specified business. Approximately 50%+ travel is required for this role.

⦁    Generate targets aligned with the business strategy to deliver future growth
⦁    Effectively engage potential customers to learn more about their unmet needs and buying process; challenge customers to provoke consideration of new ways of winning
⦁    Utilize public and business sources for competitive and customer information that allows a deep understanding of the market. Uses this information to expand sales
⦁    Understand potential customer’s business before engaging that customer
⦁    Present information that enables the prospective customer to clearly understand the value proposition of potential solutions and how these solutions can help the customer win
⦁    Steward the customer’s development, evaluation and decision-making for the new solutions
⦁    Identify opportunities and act to strengthen Eastman’s position in the eyes of the customer
⦁    Develop strong trust and credibility with all key players impacting the customer’s buying process
⦁    Effectively leverage CRM for documentation, collaboration, and analysis
⦁    Collaborate with Account Representatives to close sales
⦁    Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities
⦁    Collaborate with internal resources to ensure Opportunities are provided with the required resources to ensure timely funnel movement
⦁    Cultivate a broad network of relationships across the value chain and within the customer organizations beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to enable successful development of new business.

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 

Required Education/Experience:
⦁    Bachelors, from an accredited college or university is required. Masters, or PhD preferred
⦁    Intermediate to advanced sales skills (5-10 years)
⦁    Extensive knowledge of markets and customers
⦁    Strong technical/IP knowledge, market and customer strategy and planning experience
⦁    Experience with CRM and other sales systems and tools

Spanish language skills are required.

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