Business Development Manager - AMI

Responsibilities

The Business Development Manager is responsible for executing Eastman’s Advanced Materials Interlayer business strategy with a specific focus on automotive original equipment manufacturers (OEMs) in China. The role identifies and develops new specifications by engaging OEM technical and development teams early in the buying process, understanding customer needs, and guiding solutions through evaluation and adoption. The position works closely with Account Managers, Integrated Account Teams, laminators, and selected technology suppliers to support customer success and guide opportunities toward adoption. Approximately 50% or more travel is required, primarily within China.

Responsibilities

• • • Build a growth pipeline aligned with Eastman’s automotive strategy by engaging priority automotive OEMs in China and their technical, development, and advanced materials teams.
    • Identify early-stage opportunities, understand customer needs and decision-making processes, and influence specifications and material-selection decisions by demonstrating the value of Eastman’s solutions.
    • Use market, customer, and competitive intelligence to identify new opportunities and strengthen Eastman’s position across the automotive value chain.
    • Enter opportunities into SF.COM, coordinate with Integrated Account Teams to advance them through the Opportunity Management System, and ensure the appropriate internal resources support timely progress toward adoption.
    • Develop strong relationships with key stakeholders across OEMs and other value-chain suppliers, where needed.
    • Map decision-makers, introduce new product innovations, monitor technology and market trends, and explore relevant collaboration opportunities.
    • Protect existing programs and work closely with Account Managers and Account Representatives to convert qualified opportunities into sales and support a smooth transition through commercialization.

Qualifications

Requirements

• Bachelor’s degree from an accredited college or university required; master’s degree or PhD preferred.
• Five to ten years of advanced sales or business-development experience within the automotive industry.
• Extensive knowledge of automotive markets, OEMs, customers, and value-chain dynamics in China.
• Experience in market strategy, customer strategy, strategic planning, specification development, and influencing complex buying processes.
• Experience with SF.COM, CRM platforms, Opportunity Management processes, and other sales systems and tools.
• Ability to collaborate effectively across functions, build credibility with senior customer stakeholders, and operate in a technically complex, multi-stage sales environment.
• Fluency in Mandarin and English advantageous for this China-focused role.