Sales Manager, EMEA

The Role

The Sales Manager EMEA is responsible for achieving the short-term and long-term sales objectives of the business through the sales team. This is accomplished by recruiting, hiring, coaching, training and developing strong sales teams empowered to implement business strategies. The Sales Manager works within the sales organization and with the broader business team to remove barriers and better enable Eastman the sales team to win with customers. Approximately 50%+ travel is required for this role.
 

Responsibilities

• Translate business strategy into sales targets, priorities and action plans to deliver results
• Set coaching as a top priority. Identify individual sales team member performance gaps and development needs. Provide skills coaching and development support to team members in groups and 1:1s
• Provide deal level coaching and direct support for critical opportunities
• Systematically and continually evaluate existing and potential talent and take appropriate action to ensure a highest level of performance in every sales territory.
• Participate in customer activities with sales reps to observe, evaluate, coach and support
• Ensure that team members are prepared and empowered to conduct all aspects of the customer relationship effectively and that actions and objectives are completed
• Ensure that leading practices are being utilized by sellers on: Account Management, Opportunity Management, Territory Management, prospecting, forecasting, development and communication of value proposition and Economic Value Estimations, and leading with insights
• Drive monthly forecasting routine and variance analysis to manage team performance towards quarterly targets
• Work internally to remove barriers so account and sale objectives can be met
• Analyze insights, results and activities across the sales team to drive growth and optimize resource allocation. Leverage data and analytics tools.
• Actively encourage cross-selling and facilitate collaboration across businesses.
• Drive a culture of “Winning with Customers” inside the sales team
• Effectively leverage CRM for documentation, collaboration, and analysis
• Establish priorities for accounts within a territory
• Ensure team members opportunities, account plans, territory plans, and sales forecasts are up to date and accurate

Enabling Behaviors

• Market Insight: Leverage market insights to guide decisions and determine what is right
• Courage: Make courageous choices to innovate and accelerate value creation
• Optimism: Optimistically focus on continual growth over a longer-term horizon
• Bias for Action: Have a bias for action, prioritizing issues and making sound decisions, despite uncertainty or risk
• Adaptability: Adaptable to market and customer opportunities quickly

Functional Skills and Capabilities

Leadership Competencies:

• Self Leadership:
  • Instills Trust
  • Resilient
• People Leadership:
  • Collaborates
  • Develops Talent
  • Values Differences
• Result Leadership:
  • Drives Results
  • Ensures Accountability
• Thought Leadership:
  • Manages Complexity
  • Customer Focus
  • Strategic Mindset
  • Global Perspective
  • Cultivates Innovation

Functional Competencies:

• Account Planning
• Account Penetration
• Customer Needs and Opportunity Assessment 
• Opportunity Management
• Prospecting
• Targeting & Territory Management
• Call Planning
• Value Proposition Development and Reinforcement
• Negotiation
• Account Team Leadership 
• Financial and Business Acumen
• Internal Communication and Teamwork 
• Forecasting

Required Education and/or Experience

• Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering all preferred)
• Masters Degrees will be considered (MBA preferred)
• Able to train and coach others
• 10 years of commercial experience including as a People Leader and as Seller

Apply? 

Please apply directly with the link.