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Business Development Manager

Job Requisition ID:  36192


A. This person will be charged with growing Eastman’s Specialty Plastics business in Durable Housewares markets in Eastern China by calling value chain customers like brand owners, OEMs (Original Equipment Manufacturers), and molders, to convince them to use our product for the production of its finished goods.

B. This person will be required to work closely with other Eastman Team Members to identify and evaluate market opportunities at new customers, identify and evaluate new sales opportunities at current or previous customers, provide specific recommendation on products and services for his/her customers,  and develop and execute plans that lead to on-going closures of new business for Eastman.  Specifically, to achieve the needed results the person will have to work closely with Technical Service and Application Development Representatives, Market Development Managers, and Global Business and Pricing Managers.

C. This person will be expected to develop relationship with key decision makers throughout the value chain and within customers to sell the value of our products, in particular brand-owners, such that these customers specify the use of Eastman materials in their products.  To meet these objectives this person must be able to identify potential new customers downstream in the value chain and then develop relationships with the key decisions makers and influencers within those new customers.  This person will be expected to develop an understanding of the customer’s needs and strategies, an understanding of the customer’s buying process and material selection process, and an understanding of the value propositions of Eastman’s major offerings.  The end result of the activities and actions being the closure of new business for Eastman’s products.

D. This person will be measured primarily on the volume and total value created from development and closure of new business opportunities.  This person will be required to consistently develop new opportunities, protect business of key customer, segments, applications and build up mid-to-long term growth pipeline within the territory. 



III. Education

Bachelor degree or above in materials, chemistry, marketing or business. 

IV. Personal Qualifications/Requirements

Experience/Job Knowledge/Expertise – This person should have 5 to10 years working experience in MNC, with recent 5 years hands on sales experience in building relationship with customer, convince them to buy high priced product, generate new business, ideally with downstream companies such as brand owners and OEMs, prefer to have experience of BD and sales experience.

Judgment – This person should have the capability for good, independent judgment with respect to (1) development of his/her customer and business opportunities, and (2) compliance with all legal, regulatory, and ethical requirements and expectations (both local and in accordance with Eastman’s requirements as a U.S. company). 

Initiative – This person needs to have high energy, initiative, and creativity to develop new businesses within his/her own territory.  This person must be comfortable making introductory calls to new customers and must be persistent in the development of opportunities at new customers.  This person must be a self-starter and able to manage their own time in a way that allows them to achieve the targeted business growth.   This person must have bias for action and have courage to make decision and convince segment team to develop business. 

A. Computer Skills – The person should be familiar with basic applications, including Outlook, PowerPoint, Words and Excel.

B. Language Skills – Chinese, and good English capability both in verbal and writing.

C. Interpersonal and communication Skills – The person should have the personality and skills to build relationship and trust with new customers. Good communication skills in speaking and writing are necessary, as this person needs to communicate through Outlook, make presentations at customers and inside Eastman, and talk to colleagues / managers outside China.

D. Teamwork – Team work is one of the most important factors for us.  This person needs to be open-minded, non-selfish, insightful and outspoken.   This person should be a potential future leader within the Eastman organization.



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