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Segment Market Manager - CE Core Growth & Other Segments

Job Requisition ID:  26508

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 2018 revenues of approximately $10 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.

Segment Market Manager- CE Core Growth and Other Segments

Description:  CE Core Growth & Other Segments, Segment Market Manager will have global scope and will lead and own expansion of CE Core Growth Program for Coatings & Inks  

Key deliverables for this role include

  • Enable new demand for CE through ‘Push’ efforts with Channel partners and Small Direct Customers by providing program leadership, direction and technical consultancy to the internal and external team on desired engagement with end customers
  • Enable new demand for CE through ‘Pull’ efforts by creating specific, relevant, consistent and update-to-date and conducting workshops, trainings for these external stakeholders
  • Define and manage market strategies and activities that turn into profitable growth for ‘Other’ segments with C&I portfolio.

Major Responsibilities Include

Improve Channel Capabilities and Their Engagement with End customers

  • Own and lead channel engagement module of the program
  • Serve as primary contact in coordinating various activities/ modules associated with this module
  • Lead CE cross-functional team which includes product, marketing, technical service and sales to engage and influence prioritized distributors and enable them to grow CE volume in a focused and sustainable manner
    • Identify key criteria that are critical to drive volume CE volume growth (market engagement behaviors, funnel management, sample management, trainings)
    • Define/ develop metrics and targets. Manage the scorecard on a continuous basis
    • Assist TS and the rest of the core team with technical assistance to end-customers / potential end-customers to ensure they are choosing appropriate CE and formulation combination to solve their problems
  • Develop a structured meeting cadence with internal and external (distributor and end customers) stakeholders to derive and capture critical insights. Ensure they are run with desired rigor and frequency.
    • # of joint calls with end customers per month
    • Regular monthly review of opportunity and sample funnel
    • Assign and monitor action plan against the learnings (to internal and channel partners)
  • Work with core team to collaborate, coordinate various details on a daily basis
  • Lead monthly meetings to share progress and review next steps with project champion(s)
    • Develop monthly report out which is 2-4 slides for each region
  • Constant review and adjust

Improve Engagement with Small Direct Customers

  • Support cross-functional team to develop a better understanding of CE VP, its NBCA for direct end customers.
    • Guide inside sales person to ask appropriate discovery questions
    • Provide technical assistance to end-customers / potential end-customers to ensure they are choosing appropriate CE and formulation combination to solve their problems
  • Develop a hopper list that allows Eastman to evaluate appropriate end applications that has meaningful volume potential and has high likelihood of success

 

Customer Insights and Geographical Translations

  • Work closely with the cross-functional team to derive and share insights on potential geographical translations based on CE VP, its NBCA, relevance in other geographies, hypothesized buying process for the identified prioritized market segments
  • Be the global gatekeeper and lead on the technical & project management associated with prioritized geographical translations

 

Marketing Collateral Overhaul & Trainings

  • Own and lead gap assessment of existing C&I CE collateral content, approval & maintenance process
  • Work with marketing, product and marcom to develop the vision, key modules and associated sequencing of those to create an effective marketing pull for CE
    • Content:
      • Review consistency of claims and positioning statements. Ensure we are up-to-date and do not extend the truth
      • Identify missing assumptions/references and claims basis/ test reports
      • Collaborate with cross-functional team to create/ repurpose content that is relevant to decision makers/ influencers by market segments
      • Support development of content in collateral types in new media (videos, apps)
    • Process:
      • Develop a single centralized repository that has ONE version of an approved collateral for the prioritized markets/ applications
      • Identify content owners by for identified priority markets/ applications
      • Develop and deploy content update process
    • Formal launch:
      • Conduct unified communications to share the vision
      • Confirm new process & ownerships

Translates the market strategies into actionable market execution plans

  • Responsible for the management of the product portfolio as assigned in the context of a cross functional business team:
    • Actively drives opportunities to closure at segment level Winning with Customer Action Reviews
    • Guides monthly Integrated Business Process segment reviews and determines actions and interventions needed to deliver on plan
    • Supports Business Leadership team in driving initiatives to meet product strategy and targets
  • Maintains Addressable Market Map and existing offers through management of segment’s cross-functional team.
  • Develops strategies for market segment in collaboration with Marketing Leader and other key stakeholders (e.g. MDM, Sales, Technology, MarCom, etc.)
  • Makes recommendations on initiatives from strategies via annual marketing plan
  • Oversees results from the overall market (i.e. all initiatives and results) and recommends how we should adjust or reallocate resources

 

Capability development- Develops a high-performing team and continually strengthens marketing capabilities in the region/organization

  • Manages growth projects and activation plans based on market strategies within the Addressable Market Map
  • Leads, directs and develops the capability of marketing across the cross-functional team
  • Coaches others in the use of EBME tools; Seen as the marketing expert
     

Key Metrics & Accountabilities

  • Annual Earnings:  For CE growth outside of large accounts, revenue, variable margin and EBIT
  • Innovation: Vitality Index (sales from new products and applications as percentage of total sales), contributes to growth portfolio strategy and resource allocations measured against target growth matrix
  • Capabilities/Talent Management: Attracts, develops, and retains a high-performing team and continually strengthens marketing capabilities in individuals and the organization

 

Critical Success Competencies Include

Customer Focus – A drive to discover and understand why customers choose our products against next best alternatives

Leadership of change with collaboration – Passion for doing things that make a difference. Highly collaborative work style

Infectious Positive attitude – High energy level. Ability to stay calm in time sensitive environment

Entrepreneurial- Think big, Start small and Act fast approach; Thirst to constantly learn

Sense of Urgency – A bias for taking action; spontaneous recognition of problems and opportunities 

Ability to influence without Authority- Thrives to work in a matrixed environment which means interacting with various functions without them directing reporting to this position

Delivers Results – Demonstrated understanding of the importance of consistently delivering results and clear evidence of ability to do so in multiple environments/situations

 

Leadership Role: Yes  

Qualifications

Required Education

  • Bachelor’s Degree from an accredited college/ university required
  • Understanding of Cellulose Esters technology desired but not required
  • Comfortable with EBME principles
  • MBA a plus but not required

 

Experience

  • Preferred 12+ years with bachelor’s degree or 8+ years with MBA
  • Strong business development/ commercial and marketing acumen

 

Required Travel

•20% travel is required for this role

 

Reporting Relationships

This position reports to Global Marketing Leader

 

Eastman is an equal opportunity/affirmative action employer.

Eastman Chemical Company is an E-Verify employer.

Eastman Chemical Company is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to 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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