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Account Manager

Job Requisition ID:  35034

• Generate new business
o Cultivate relationships across impactful functions, beyond procurement, to develop technology/innovation partnerships
o Develop in-depth knowledge of customers’ unmet needs and the economic implication
o Discover and identify new business opportunities and develop value proposition from Eastman to win the opportunities
o Execute account growth strategies per the engagement plans to meet tactical plan milestones on who, what, and when
o Apply the downstream value chain and brand owner insight developed with marketing effort to enhance engagement effectiveness
o Effective use of Territory Management Plans (TMP) to support engagement plans
o Effective use of Opportunity Management System (OM) to build healthy pipeline of growth projects
o Acquire knowledge of social style, The Consultative Process and Strategic Selling, and practice the skills to enhance business development effectiveness
o Drive closure of new business opportunities to meet target

Optimize existing business
o Maintain and strengthen customer relationships to defend current business
o Develop in-depth knowledge of customer’s current demand, the significance of Eastman’s share, and the factors that impact current business
o Develop in-depth knowledge of factors and trends that impact short/mid/long term demand, and produce accurate demand forecast
o Resolve customers’ issues in applications with technical service effort and optimize our offering
o Understand financial impact and recommend supply and pricing tactics to support Business Organization/Business Units’ strategy and meet financial goals
o Manage cost and cash effectively to meet budget and DSO goals


Education and Knowledge Background

• BS Technical Degree or BA Business
• Guangdong dialect fluency is a plus
• MBA is a plus
Capabilities and Experience
• At least 8 years’ sales/technical experiences in Chemical related industry
• Good track records of business management, market development, and account management
• Ability to cultivate strong customer relationships
• Strong knowledge of customer needs and market trends, especially in Adhesives or related end markets for hygiene, packaging or automotive
• Customer strategy and territory planning development and implementation experience
• Experience in products and technology development to enable technical marketing
People Skills
• Good and efficient communication especially in oral and written Chinese and English
• Good presentation skills
• Good people interaction skill with multiple functions and teams at different levels within the region and in global setting
• Open-minded
• A solid team-player
• A good team leader

Job Segment: Account Manager, Business Development, Marketing Manager, Supply, Procurement, Sales, Marketing, Operations