Market Development Manager Cosmetics Packaging

Job Requisition ID: 48457

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 2022 revenues of approximately $10.6 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.

The role

The role of the Market Manager is to identify and develop new customers, applications, or product development opportunities and take ownership of executing offers to fulfil customer needs within the assigned segments.

Responsibilities

Responsible for developing a pipeline of opportunities for the market segment plan
Drives market assessment by collecting market and customer insights to define growth opportunities or identify market gaps.
Define and drive the go to market execution for the market segment plan(s). Ensures relevant marketing mix is defined and identifies customer targets to position relevant offers.
Develop and prioritize strategic opportunities
Responsible for defining offers that match unmet needs to current and future Eastman product lines.
Uses discovery outcomes to prioritize the underserved differentiated growth opportunities through offer development or new product/application development projects.
Responsible for opportunity/leads management for all growth opportunities for the assigned segment(s).
Develop customer relationships and partnerships to execute growth opportunities, whether that be positioning of existing offers at customers, or new product/application development opportunities.
Deliver, capture, and maintain the value for all growth or new product and application development projects drives the full marketing process from 1) opportunity assessment 2) validation 3) go-to-market 4) launch effectiveness.
Drives stakeholder buy in for each of the stages of the full marketing process.
Responsible for developing value propositions for identified growth opportunities at a customer or segment level and working with customer partners to demonstrate and document the customer value.
Responsible for value pricing of offers for the market segment(s).
Training front line sales and application development on the value proposition, including distribution channels.
Support marketing campaigns and leads development for growth initiatives in partnership with marketing communication managers.

Education & Experience

MBA, Marketing degree OR Technical education (Bachelor’s degree in science or engineering) with executive education or career experience in marketing.
5 years minimum B2B experience preferably in Cosmetics Packaging or in the Chemical Industry in general.
Experience in executing marketing strategies or plans.
Proven track record in driving results without direct authority.
Strong marketing capabilities and practical knowledge of a range of marketing excellence tools.
Experience in quantified value proposition development and value pricing.

Competencies & Skills

Strong marketing capabilities in a range of marketing excellence tools.
Experience in building business/investment cases.
Experience in product launches and campaigns.
Experience of Salesforce and leads management.
Experience of the stage-gate development process.
Experience with value pricing.
Negotiating with customers.
Excellent communication and influence skills in French and English.

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