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Sales Excellence Manager, APR

Job Requisition ID:  37929

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 14,500 people around the world and serves customers in more than 100 countries. The company had 2020 revenues of approximately $8.5 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit

Role Profile



The Global Sales & Marketing organization is responsible for building world class commercial capability within Eastman. This includes improving the performance of our people, processes, and systems.  As a Sales Excellence Manager you work in the Sales Center of Excellence (COE) and be responsible for building world class sales capabilities and enabling Eastman Winning with Customers.  You will accomplish this through partnering with sales and commercial leadership to:


  • Implement / execute global sales initiatives. 
  • Ensure convergence and commitment across businesses to common sales process, approach to sales talent acquisition and capabilities development, reinforcement and recognition programs, and sales culture.
  • Provide support to shift to a disciplined approach to sales processes, metrics, and analytics.
  • Provide a regional perspective and voice that shapes overall Corporate Sales COE strategy and priorities; and
  • Identify and prioritize unique regional barriers and gaps in Sales Excellence and develop/execute efforts to overcome them.


Overall, you will become a trusted advisor and business partner to commercial leadership in the field of sales.  While your focus is sales, you will serve as a key liaison with Marketing, CVM, IT and other functions to develop, deliver and support sales capability solutions. 





  • SFDC implementation and sustainability
    • Deploy SFDC, redesigned sales processes, and expectations.  Ensure that ongoing training and support are sufficient for successful adoption and sustainability. 
    • Provide coaching of sales leaders in use of dashboards and analytics in managing and coaching of their sales teams.   Assist the Sales team in developing their capability and bias to leverage analytics for focus and performance improvement.
    • Oversee key adoption and performance metrics (including target setting) and drive gap closure within the region.  Leverage analysis to effectively advise on performance improvements opportunities within & across Sales teams.  Facilitate cross-business dialog and assist leadership in determination of solutions.  Influence global direction in SFDC/Process governance and investment.
    • Maintain a view of sales processes in the context of broader commercial processes and drives improvement and performance in partnership with Marketing, CVM, and other functional partners.
  • Sales Team Capability
    • Support global development of and drive regional implementation of Sales Team Capability efforts, including competencies, curriculum, hiring, onboarding, and ongoing measurement.
    • Work with regional commercial leadership in fact-based assessment and prioritization of seller and sales leader capability gaps.  Develop and implement plans to close gaps.
    • Along with other regional sales Excellence Managers, drive a coaching culture within the region.
    • Serve as an expert coach for the region in sales processes and coaching.  Conduct leader and train the trainer coaching.
  • Sales Excellence
    • Support the consistent implementation of Sales and related initiatives.  Participate with the Sales Council and Sales COE to develop the ongoing Roadmap.  Ensure that regional considerations are represented.  Drive execution of the roadmap within the region. 
    • Lead regional change management efforts (including communications, training, and sponsor strategies) as related to Sales initiatives.
    • Effectively communicate and build credibility & trust with Sales leadership (Managers & Directors) & other Sales Excellence Managers 
    • Shares best practices across regions.
    • Manage regional aspects in on-going execution of key Sales Operations programs (e.g., Everest, SVC, etc.).
    • Serve as a regional resource for acquisitions / integrations as related to the sales function.
    • Consistently identify and evaluate external best practices in the Sales space
    • Work with the Sales Council and Sales Organizations to proactively identify improvement opportunities in existing tools or needs for alternate tools to enhance the effectiveness and efficiency of sales efforts.  Network externally with other companies to learn and share industry best practices.

Required Qualifications & Experience


  • Bachelors, from an accredited college or university is required. Masters or MBA preferred
  • Min. 5 years commercial experience; sales or marketing experience required
  • Experience developing and executing Sales Excellence Capabilities with cross business team members is required
  • Advanced command of English, written and verbally  



Please send your application via the apply button.



Eastman Chemical Company is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other characteristics protected by law.

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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