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Sales Manager

Job Requisition ID:  46791

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 www.eastman.com.

Specialty Plastics

Eastman is working to catalyze the transformation from a linear to a circular economy.  With the launch of two commercial molecular recycling technologies, including a $1B investment in France to start in 2025, Eastman sees the opportunity to show what is possible and create real solutions to the world’s plastic waste problem.  In order to do this, we must shape market expectations, break through old paradigms, and drive change in the market.  As such, we are looking for leaders who have a passion for sustainability, are exceptional in their functional discipline, and can lead team of seller who guide customers and markets to a more sustainable future.
 

Job Description

The Sales Manager, Specialty Plastics EMEA, is responsible for leading a team of sellers to grow volume and margin year-over-year through the successful execution of integrated account and territory strategies which align with the market strategies.  The sales manager will be accountable for the penetration of direct buying accounts through the account managers and driving downstream specification through the business development managers.  As a member of the global market segment team, the sales manager will represent sales in shaping the global market team’s sustainability strategy and ensuring sales deliverables are achieved.  As the leader of a regional sales team, the sales manager will leverage their superior selling skills and experience to coach and develop the team to deliver annual results, provide the voice-of-the-customer to the organization, and utilize the information systems for efficient operations. Approximately 30%+ travel is required for this role.
 

Accountabilities

  • Safety ~ Ensuring a Zero Incident Mindset
  • EBIT ~ Delivering on VM targets, focus on growth segments and sustaining position in protect segments
  • Cash Flow ~ Delivering on Payment Terms and Forecast accuracy 
  • Capability Development ~ Building and institutionalizing world class commercial & innovation capability through  coaching and I&D focus
  • Growth and Innovation ~ Sales Leaders are assessed against the aggregate results of their team and the results of each team member

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 and that cross-functional team members are being leveraged appropriately
  • Ensure that leading practices are being utilized by sellers on: Account Planning, Opportunity Management, Territory Management, prospecting, forecasting, development and communication of value proposition and Economic Value Estimations, Offer Execution and leading with insights 
  • 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 and lead bi-weekly regional Winning With Customers Action Reviews
  • Establish priorities for accounts within a territory
  • Ensure team members’ TMPs, opportunities, account plans, territory plans, and sales forecasts are up to date and accurate
  • Inclusive leadership of Sales Team ensuring all team members feel valued and can do their best work 

Qualifications

 

  • Bachelor’s degree from an accredited college or university required
  • Master’s degree considered (MBA preferred)
  • 5-10 years of commercial experience, including as a seller
  • Significant experience in sales methodologies, tools and SFDC. Able to train and coach others.
  • Account strategy experience

Leadership Behavior Expectations

  

 

  • Thought Leadership: Demonstrate Strategic Insights and Execution
  • Results Leadership: Exhibit Courageous leadership to drive results
  • People Leadership: Build and Inspire High Performing Teams

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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