Alternative Methods of Supply Manager EMEA & AP

The Role

The Global Sourcing & Procurement Organization is seeking an adaptable and results oriented negotiator for the position of Alternative Methods of Supply (AMS) Manager. This person will develop relationships and negotiate agreements with key 3rd party suppliers and tollers to create value by sourcing quality materials and services at the lowest total cost to the company, reducing logistics costs through bilateral supply options, achieving manufacturing synergies, and selling available material to co-producers.  AMS Managers work across multiple Eastman business divisions to understand current and future business needs.  They synthesize this information and proactively offer options to address those needs and drive corporate growth.   The AMS organization plays a key role in Eastman’s antitrust compliance as the primary interface in co-producer relationships.   This role reports directly to the AMS Director.  This position leads the 9 employees responsible for AMS activities in EMEA and Asia Pacific, 3 of which directly report to the AMS Manager.

Accountabilities

• Safety, Wellness & Environment: zero incidents related to compliance and anti-trust, completing supplier assessments, drives safe working practices at 3rd party suppliers
• Annual Earnings / EBIT: cost reduction, cost avoidance, maximizing variable margin by increasing sales quantities and prices, eliminates or minimizes supply disruptions
• Cash Flow: supplier payment terms, reduces logistics costs and inventory by closing new international bilateral agreements
• Long-term growth / Innovation: increase supply from sustainable sources, developing toll options to enable faster product launches by partnering with Eastman’s innovation platforms
• Capability Development: provides advanced negotiation expertise to individuals and business teams (especially AMS Agreement Managers), fosters an inclusive culture to deliver our strategy, ensures collaborative cross-functional engagement to align and drive results

Responsibilities

• Leads the development and implementation of AMS agreements with third parties, including recommending changes to contract language regarding commercial terms 
• Researches, identifies and develops strategic third-party providers/partners for Eastman Chemical, including working with Eastman Quality and Manufacturing on specifications, qualifications, and trials
• Manages AMS agreements with annual spend totaling USD$100-200 million and provides ownership over the life of the agreement
• Represents all aspects of Eastman’s position with suppliers/tollers and other external contacts as the senior point of contact
• Leads informal supplier relationship teams and conduct difficult discussions with third parties when necessary
• Cultivates a network of relationships within supplier organizations, including Operations, Procurement, Product Management, and Senior Leadership
• Develops key account strategies, as required
• Provides anti-trust support to the businesses
• Leads initiatives by building consensus among businesses and functions to pursue opportunities by articulating their value, removing obstacles via influence, and clearly communicating progress
• Works with providers/partners and internal stakeholders in the development of new materials, products or services to meet business objectives
• Assesses product and supplier risk of business interruption and establishes and executes effective mitigation plans
• Learns Eastman products, streams, and businesses to deliver greater results
• Leads a team of AMS Agreement Managers and AMS Representatives to operationalize all coproducer and toll agreements within their region
• Ideates and champions productivity improvements (process improvements and automation)

Required Education, Professional Experience & Skill Set

• Bachelor of Science or Arts required (MBAs and technical degrees are preferred) 
• A minimum of 5 years’ experience in a commercial role
• Successful, multi-year track record in negotiation roles 
• Strong commercial acumen 
• Demonstrates a global mindset  
• Proficient communication skills in English, both written and verbal
• Ability to travel up to 20% of the time

Preferred Skills:

• Previous experience as a product manager
• Experience conducting market assessments or using strategy frameworks (e.g. Porter’s 5 Forces analysis, SWOT analysis, cost curves, etc)
• Familiar with supply chains involving packaged trucks of drums or bags, bulk trucks, bulk railcars, barges, and bulk vessels
• Experience using Information Technology ERP Software (SAP)
• Experience choosing the correct engagement model – non-disclosure agreements (NDA), joint development agreements (JDA), or open discussion
• Proficient communication skills in Dutch and/or Mandarin Chinese, both written and verbal

Eastman Competencies

• Self Leadership: reprioritizes quickly based on supply disruptions, barriers, and projected financial return, challenges leaders internally and externally to uphold policies, regulations, and laws
• People Leadership: collaborates and creates a culture of learning, continuous improvement for AMS Agreement Managers and AMS representatives in partnership with Centers of Excellence
• Results Leadership: enthusiastically focuses on fulfilling business needs even when facing significant obstacles, holds self and others accountable to meet commitments
• Thought Leadership: proactive and self-motivated in recognizing needs, solving problems, anticipating issues and developing solutions to enable Eastman to win with customers

Location:

• Leaders are expected to demonstrate the value of collaboration, networking and a sense of belonging within our teams by their presence at a regional headquarters, according to the local flexible working policy.  Remote candidates will not be considered.
• Potential office locations include Rotterdam, Netherlands; Ghent, Belgium; or Shanghai, China