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Account Manager

Job Requisition ID:  38295

Founded in 1920, Eastman is a global specialty materials company that produces a broad range of products found in items people use every day. With the purpose of enhancing the quality of life in a material way, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. The company's innovation-driven growth model takes advantage of world-class technology platforms, deep customer engagement, and differentiated application development to grow its leading positions in attractive end-markets such as transportation, building and construction, and consumables. As a globally inclusive and diverse company, Eastman employs approximately 14,500 people around the world and serves customers in more than 100 countries. The company had 2020 revenues of approximately $8.5 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.

Heat Transfer Fluid and Energy Business @ Eastman

 

The Heat Transfer Fluid (HTF) and Energy group of Specialty Fluids and Energy Business Organization at Eastman is mainly responsible for Therminol and Marlotherm heat transfer fluids. Therminol and Marlotherm heat transfer fluids are widely used for heating and cooling operations in chemical processes or renewable energy production. This business has a strong brand identity and market differentiation, technical, safety and performance superiority, and offer best in class global customer service and technical assistance. The Energy part of the business is responsible for AdapT solvents for natural gas treatment/sweetening as well as CO and CO2 removal/absorption.

Role Profile

 

The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volumes, revenues, 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 and develop account strategies which align with our business strategies. 


It is expected that the Account Manager will balance his/her focus between ongoing market assessments and project execution. The position requires collaboration with Technology, Business, Sales, and Marketing to lead and drive growth projects as well as collaboration with plant owners, EPC contractors, OEMs, licensors, and other influencers to ensure all efforts have a strong market connect. What distinguishes an Account Manager from other functions is the bias for action, the strategical mindset and the behavior, which is extremely “Market Oriented” making the Account Manager the voice of the Customer within Eastman, driving results, motivation and innovation.

Reporting to the EMEA Sales Manager, you will fulfil a key role in the commercial growth of Eastman. We are open to receiving applications from Spanish speaking candidates based in Spain, Italy, or France. 
 

Responsibilities

 

  • Assess the Thermal Fluids and Energy markets to determine the overall opportunity for Eastman materials, with recommendations on initial and ongoing portfolio of projects for development and launch
  • Maintain market leader position of Heat Transfer Fluids in line with the global business strategy
    • Manage key accounts
    • Generate leads for EMEA and other world areas
    • Ensure close cooperation with key leading engineering companies
    • Drive growth in her/his area
  • Identify, develop and launch market development programs that will result in the realization of new business for the company. Focus will be on generating growth and new demand for Eastman’s products and identification and implementation of programs that generate new and sustainable growth
  • Develop and execute engagement plans for the target customers focusing on key decision makers and specification influencers and take sales opportunities through to profitable new business
  • Develop “value systems” in target segments and “value in use” comparison of Eastman products vs. competitor products allowing full value of Eastman products to be realized
  • Maintain business profitability through report analysis, identifying trends, defining problems and developing appropriate responses
  • Help develop/deliver the value proposition, liaising with technical support to identify and generate supporting data from internal application laboratories
  • Work in close collaboration with colleagues in EMEA and other regions to leverage from local success to effectively develop global accounts
  • Participate in and contribute to the global market development team
  • Build and demonstrate expertise in key segments: technical, customer, regulatory
  • Plan and ensure an effective presence at industry associations, major trade shows and conferences
  • Utilize “best practice” tools to gain market insights required to identify, develop and launch growth projects
  • Keep abreast with all national regulations (e.g. industrial norms, law etc.)

Qualifications

 

  • Bachelor’s Degree in Engineering (e.g. Chemical or Mechanical) from an accredited university is preferred 
  • Deep understanding of Investment selling
  • Technical sales experience in selling specialty products, having good contacts to equipment manufacturers and renewable energy providers
  • Fluency in English and Spanish is essential, other language skills such as French or Italian are desirable

Interesting?

 

Please send your application via the apply button. 

 

We already have chosen our sourcing channels and kindly ask not to be contacted by search, advertisement, or staffing firms.
 

Eastman Chemical Company is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other characteristics protected by law.

Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.


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