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Business Development Manager Animal Nutrition

Job Requisition ID:  46041

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 14,000 people around the world and serves customers in more than 100 countries. The company had 2021 revenues of approximately $10.5 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit

The role

The Business Development Manager is responsible for aligning with and executing strategies for our advanced animal nutrition solutions within your defined territory. They create value for Eastman Animal Nutrition through a project-oriented account management approach by driving new business opportunities at an individual account level. Their ability to understand the customer needs helps them show value add of our technically sophisticated feed additive solutions. In close collaboration with the customer, their core responsibility is the specification and qualification of these solutions including the successful testing and implementation and to securely establish their continuous use, thereby growing the actual share of wallet and opportunities with the account. By maximizing the margin for our value-added product portfolio, helping to develop and secure new Eastman offerings, you keep Eastman Animal Nutrition innovative and relevant for the market. This role works closely together with the sales person that is responsible for the commercial closing of customer projects and the implementation of commercial agreements with accounts. 

Reporting to the Regional Sales Leader, you will fulfil a key role in the commercial growth of the Animal Nutrition Business Organization of Eastman. This position will be home office based in Germany.


•    Command a thorough understanding of, provide feedback on and influence Eastman segment strategy.  Be able to articulate how that strategy aligns with customer needs.
•    Effectively engage potential customers using a project oriented account management approach to understand a customer's corporate objectives and strategy as context for optimizing understanding of their unmet needs and buying process. Be unafraid to challenge customers to provoke consideration of new ways of winning together.
•    Be able to articulate and maximize current and addressable Eastman market share within the accounts for which they have responsibility.
•    Develop strong trust and credibility with all key players impacting the customer’s buying process (e.g. pre-mix or veterinarian companies including creating a line of sight to the entire value chain.
•    Present information that enables the prospective customer to clearly understand the value proposition of potential solutions and how these solutions can help the customer win.
•    Cultivate a broad network of relationships across the value chain and within the customer organizations beyond procurement (e.g. Nutritionist, Formulators, Veterinarians, Operations, Sales and Marketing etc.) to enable successful development of new business.
•    Steward the customer’s development, evaluation and decision-making for the new solutions.
•    Structure and negotiate commercial and co-promotional arrangements with customers (e.g. incentives, pricing, etc.).
•    Utilize public and business sources for competitive and customer information that allows a deep understanding of the market. Uses this information to expand sales.
•    Collaborate closely with internal teams like ADTS and product management to ensure opportunities are provided with the required resources to ensure timely funnel movement.
•    Responsible for collaborating with Account Managers as potential sales opportunities are being won to ensure a seamless transition for ongoing success of specified business. 
•    Use Opportunity Management processes to effectively document, prioritize, track and drive sales opportunities.
•    Approximately 60%+ travel is required for this role.

Background & Qualifications

•    Master’s degree in Animal Nutrition, Veterinary medicine or similar from an accredited university is 
•    A strong technical knowledge and commercial aptitude of Animal Nutrition industry, specifically in Monogastric 
•    >5 years of technical sales experience in Animal Nutrition, Feed or Feed Additives with a network of contacts into German feed producers and the nutritionist and veterinarian community 
•    A desire to create and drive new business and the tenacity to see winning solutions be implemented successfully 
•    Experience with developing and executing account strategies and managing local distribution partners
•    A collaborative team player that can guide various stakeholders’ expectations to a positive outcome 
•    German and English, other European language such as Dutch or French being a plus

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. 

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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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