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Business Development Manager

Job Requisition ID:  36708

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.

Job Description

 

The Business Developpment Manager (BDM) will be responsible for Adhesives Business Development efforts throughout the region with a focus on new applications driving MDI, new market penetration, and new customer acquisition and value chain extension (i.e. Brands). He/She will be accountable for delivering on New Business Targets for the organization through proactive hunting engagement in the market with an infatuation for driving ongoing funnel growth. 

 

Responsibilities: 

 

  • Leverage global team collaboration, primary research, secondary research and data mining to drive market knowledge and identify/target new customers to drive hunting engagements
  • Responsible for partnering with Account Managers as needed to close existing sales opportunities for new products and new applications 
  • Work to build relationships throughout the value chain to drive insights from the end-customer back
  • Determine prospective customer's unmet needs and match needs with Eastman solutions 
  • Position Eastman solutions by developing proposals designed to address unmet needs and deliver proposals to key economic buyer and influencers 
  • Build knowledge of customer buying process and drive/record market insights into SFDC
  • Responsible for developing and/or collaborating with account managers on Account Strategies & TMP plans to drive key activities
  • Own the opportunity end-to-end process leveraging SFDC milestones and tasks for all projects to drive funnel acceleration
  • Support New Product Development assessments to support macro trend alignment
  • Responsible for pre call planning efforts and completing call reports in a timely manner
  • Responsible for managing OM funnel for all key projects with minimal monthly updates
  • Responsible for supporting regional Distribution Channel efforts as needed with new product launches
  • Use of The Consultative Process and Strategic Selling as primary practices in interface with customers and co-workers 
  • Develop strong relationships between companies throughout all levels of the customer buying process 
  • Develop understanding of customer's decision making process and how the customer makes money 
  • Collaborate and engage cross-functional team to close new business and develop high/wide relationships throughout the buying process 
  • Lead monthly funnel reviews focused on demonstrating new business funnel growth and funnel progression
  • Develop a roadmap for leveraging Business Development Managers globally to drive new business growth 
  • Minimum 60% travel required.

Qualifications, Skills and Personal Traits

 

  • 4 Year Degree, preferably in Science or Engineering, MBA would be nice-to-have 
  • Minimum of 7 years of sales experience preferred with strong background in new business development 
  • Experience growing sales substantially in a territory/market through identification and closure of new business opportunities
  • Solid working knowledge of key market segments & associated value chains, e.g. recycling, roofing, wire and cable compounding 
  • Specific, detailed knowledge of properties, processing characteristics, and pricing for additives formulations 
     

 

Skills & Personal Traits:

  • Hunter mentality and strong ability to understand customer decision making process and to quickly build strong relationships with target customers
  • Ability to develop a sales project plan that identifies companies and applications within those companies using specialty adhesives products 
  • Ability to identify and gain access to key influencers and decision-makers who specify and approve use of new adhesives
  • Ability to develop sound business proposals, creating win/win opportunities for Eastman and customers
  • Project management capability including the ability to identify and execute key steps necessary to get adhesive products specified for use in a variety of applications 
  • Ability to uncover all potential barriers to closure of new business and address those issues in order to close new business – i.e., can “close the deal” 
  • High level of motivation, initiative and sense of urgency 
  • Good oral and written communication skills.
  • Fluency and excellent written skills in English and German. Other European languages would be beneficial. 

 

Interested?
Please send your application via the apply button below.
 

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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