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Global Key Account Manager Tire Resins

Job Requisition ID:  38834

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.

Role can be based in the Netherlands, Belgium, Germany or Switzerland

Adhesives business unit/tire resins

Eastman’s Adhesives business is a key business unit within the Additives & Functional Products division. The Tires segment within Adhesives provides broad range of Impera portfolio of performance resins to enhance tire performance. Eastman is the world’s leading provider of pure monomer resins (PMRs), C5s, C9s, and rosin resins. Our strong position and application expertise enable us to leverage a variety of hydrocarbon resin chemistry to help manufacturers create true brand advantages in the marketplace. As regulatory and safety standards increase, Eastman Impera™ performance resins can help tire brands deliver the desired balance of performance and safety without compromising the integrity of their manufacturing process. Impera tire additives help optimize wet grip and rolling resistance without compromising other key performance characteristics or processing. Adding even a small amount of Impera fine-tunes performance, potentially avoiding more significant formulation changes or even tire redesign.
 

The role

The Global Key Account Manager (GKAM) serves as Eastman Chemical Company’s sales leader to drive customer strategy and lead the cross-business global account team in generating growth and value creation for the customer and Eastman. The GKAM leads with strategic customers who are global in nature. To effectively accomplish this, the GKAM must develop account strategies; translate strategies into tactical plans and prioritized opportunities; provide guidance and alignment to the team; and lead engagement with the customer. Requires travels 50% or more of the time.

Responsibilities

  • Effectively utilize consultative selling processes to increase share of wallet and generate mutual growth with new and existing products.
  • Lead development and execution of the account strategy.  Gains support for the account strategy aligned with each business strategy.
  • Create and develop Territory Management Plan to ensure maximum business growth from assigned Global accounts 
  • Proactively develop and document account plans
  • Ensure that the Interaction Plans for all account team members are maintained and executed in alignment with the Account Strategy.
  • 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)
  • Use Opportunity Management processes with the account team to effectively prioritize, track and drive all sales opportunities related to the account.
  • Engage with the customer at the executive level and throughout the organization to understand and influence the customer’s strategy and objectives; uncover and influence prioritization of needs; and ensure that Eastman’s proposals have support at the customer prior to price/service negotiations.  
  • Leverage understanding of the customer, their strategy, and how they win to directly influence Eastman business strategies and offerings.
  • Facilitate executive relationships between Eastman and the customer.
  • Understand the customer’s key business drivers and impact on business results and use this information to develop mutually beneficial offerings. 
  • Develop a set of shared goals and objectives for growth with the customer 
  • Utilize Eastman value propositions in offers to customers and translate them into specific financial benefits

 

Eastman behaviors

⦁    Market Insight
⦁    Courage
⦁    Optimism
⦁    Bias for Action
⦁    Adaptability

Qualifications

  • Bachelor's Degree from an accredited college or university, required
  • MBA preferred
  • 10 - 15 years of commercial experience 
  • Experience developing and executing large, multi-business account strategies with cross functional teams
  • Business management / P&L experience, marketing, or product management  
  • Experience with tire accounts
     

Interested?

Please send your application via the apply button. 
 

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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