Share this Job

Account Manager

Job Requisition ID:  28641

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 2018 revenues of approximately $10 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.

Account Manager Chemical Intermediates

Location: The Netherlands, Italy or the UK

 

This is Eastman Chemical Company

Eastman is a global advanced materials and specialty additives company that produces a broad range of products found in items people use every day. With a portfolio of specialty businesses, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. Its market-driven approaches take advantage of world-class technology platforms and leading positions in attractive end-markets such as transportation, building and construction and consumables. Eastman focuses on creating consistent, superior value for all stakeholders. As a globally diverse company, Eastman serves customers in more than 100 countries and had 2017 revenues of approximately $9.5 billion. The company is headquartered in Kingsport, Tennessee, USA and employs approximately 14,500 people around the world. For more information, visit www.eastman.com.


The role

The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and variable margin 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. Approximately 60%+ travel is required for this role.

Reporting to the EMEA Sales Manager, you will fulfil a key role in the commercial growth of the Chemical Intermediates Organization of Eastman. This position could be home office based in the Netherlands, Italy (Milano area) or the UK, or you will be working from European HQ in Rotterdam, the Netherlands.

 

The responsibilities:

  • Plan, complete, document (with follow up) sales calls as per the agreed territory management plan
  • 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
  • Service existing accounts consisting of order follow-ups; complaint handling; resolving credit concerns; sample follow ups; and other account related issues
  • Use opportunity management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
  • Create and develop territory management plans 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, and carry out effective discovery
  • 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
  • Negotiate pricing and commercial terms of sales agreements (where applicable)
  • 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
  • Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance


Your background & qualifications:

  • Bachelor’s Degree from an accredited college or university is required (Science, Business or Engineering)
  • Previous sales experience required
  • Technical knowledge/ experience in formulation-based industries/ plasticizers is an advantage
  • Excellent communication skills
  • Fluency in English is essential, working knowledge/ fluency in other major European languages is a major advantage
  • Experience with Sales Force is an advantage


What we offer

It’s about growth and your long-term success. At Eastman, your career path can take many routes—each offering growth opportunities, competitive salary and benefits, and a globally growing work environment. Eastman fosters a culture of diversity steeped in teamwork and employee involvement, a place where dedicated individuals turn great ideas into materials that make a difference in everyday life. We support and encourage one another and believe that leveraging diversity in our thoughts and experiences allows us to excel in business.

 

For further information about this position please contact Fiorela Moretto (+31 6 41 36 9491) or send your application via the apply button.

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


Job Segment: Account Manager, Engineer, Marketing Manager, Procurement, Sales, Engineering, Marketing, Operations