Account Manager - Chemical Intermediates - Seoul

Job Requisition ID: 44276

Purpose

Responsible for growing CI business in designated territory/customer/market segment in Korea and Taiwan

Achieve short term annual sales target and meet mid/long term milestones of growth projects.

Build strong customer engagement, and develop capability and discover opportunities for future growth

Serve as team member in participating to develop and execute growth strategy

Responsibilities

Effectively utilize consultative selling processes to increase share of wallet and generate deals profitable to Eastman.

• Lead development and execution of the account strategy. Gains support for the account strategy aligned with each business strategy.

• Build and lead the cross functional account teams. Provide day-to-day support, direction, and coaching of account team members.

• Use Opportunity Management processes with the account team to effectively prioritize, track and drive all sales opportunities related to the account.

• Ensure that the Interaction Plans for all account team members are maintained and executed in alignment with the Account Strategy.

• 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 with procurement.

Responsibilities -Continue

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 in a winning relationship with the customer.

• Utilize Eastman value propositions in offers to customers and translate them into specific financial benefits.

Required Education and or Experince

Bachelor Degree from an accredited college or university required

• 8-10 years minimum of commercial experience

• Experience developing and executing large account strategies with cross functional regional members

• Experience in the chemicals intermediates sales especially in solvents sales and trade environment is preferred and in plasticizer industry is also preferred.

• Demonstrated knowledge on chemical industry value chain is highly preferred

• Thorough knowledge and working experience with bulk chemicals business, INCO-terms, trade financed deals, and bulk shipping related issues.

Passion for Selling

Is consistently obsessed with understanding and shaping customer and market behavior

• Connects the dots to develop insights meaningful to customers’ and Eastman’s success

• Leverages data for learning, decision making, and prioritization

• Uses a disciplined approach in developing and following successful patterns in key sales processes

Tenacious

• Pursues goals with energy, drive and a need to complete

• Seldom gives up before finishing, especially in the face of resistance, rejection or set-back

• Always looks for the possibilities and skillfully does discovery to overcome obstacles

• Breaks down or work around perceived barriers; gets to the right decision makers internally and externally

Inquisitive

• Leverages the skills of questioning, observation, listening and networking to gain a deep understanding of our customers’ goals, needs and issues

• Takes the required action to resolve gaps in information, knowledge or understanding

• Gathers all information needed to make informed choices

• Leverages experts and other key individuals as important sources of information

• Uncovers relevant information to make accurate judgments and sound decisions