Business Development Manager

Job Requisition ID: 37630

Key Activities

nCommand a thorough understanding of, provide feedback on and influence Eastman segment strategy. Be able to articulate how their customers align with our strategy.

nEffectively engage potential customers using a strategic account management approach to understand a customer's corporate objectives and strategy as context for optimizing understanding of their unmet needs and buying process. Challenge customers to provoke consideration of new ways of winning.

nStructure and negotiate commercial and co-promotional arrangements with customers (e.g. incentives, pricing, etc.).

nBe able to articulate and maximize current and addressable Eastman market share within the brands for which they have responsibility.

nDevelop strong trust and credibility with all key players impacting the customer’s buying process including creating a line of sight to their entire converter network.

nCultivate a broad network of relationships across the value chain and within the customer organizations beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to enable successful development of new business.

nResponsible for collaborating with Account Managers as potential sales opportunities are being won to ensure a seamless transition for ongoing success of specified business.

nApproximately 60%+ travel is required for this role.

Qualifications, Skills & Attributes

nEnglish and Spanish – Advanced level is mandatory

nBachelors is required, Masters, or PhD

nIntermediate to advanced sales skills (5-10 years).

nExtensive knowledge of markets and customers.

nStrong technical/IP knowledge, market and customer strategy and planning experience.

nExperience with CRM and other sales systems and tools.

nCommercial acumen.

Responsibilities

Contacts assigned customer accounts or prospects to sell company products within a designated geographic territory or by nature of customers. Focuses on personal sales targets, new business development, maintaining customer relationships, and troubleshooting specific customer problems. This is a sales professional with developing product and market knowledge. Meets personal sales targets as established, focusing on small to moderate accounts, which are stable in nature, within identified markets or geography. Product range, complexity, and challenge may be somewhat limited. Receives periodic coaching from supervisor or more experienced professionals. Prepares sales presentations, contracts, and proposals subject to review by supervisor. Participates in special projects such as major promotions, new product launches, and new marketing initiatives.

Qualifications

Career Level. Fully competent professional role. Requires in-depth knowledge and experience. Solves complex problems; takes a new perspective using existing solutions. Works independently; receives minimal guidance. Acts as a resource for colleagues with less experience. Represents the level at which career may stabilize for many years and/or conclude. Impact of work is primarily within site or country.

Job Segment: Business Development, Marketing Manager, Procurement, CRM, Sales, Marketing, Operations, Technology

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