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Specification Representative, China

Job Requisition ID:  27095

Eastman is a global advanced materials and specialty additives company that produces a broad range of products found in items people use every day. With a portfolio of specialty businesses, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. Its market-driven approaches take advantage of world-class technology platforms and leading positions in attractive end-markets such as transportation, building and construction and consumables. Eastman focuses on creating consistent, superior value for all stakeholders. As a globally diverse company, Eastman serves customers in more than 100 countries and had 2017 revenues of approximately $9.5 billion. The company is headquartered in Kingsport, Tennessee, USA and employs approximately 14,500 people around the world. For more information, visit


Title:                               Specification Representative, China


Business/Function :      Additive and Functional Product, Tire Additives


Location:                        Shanghai, China


Job Responsibilities


    • ** Non Negotiable Target** Meet monthly call target of 15 calls/month (180 calls per year) with customer call scheduling assigned based on Territory Management Plan. Properly documenting call report writing in English in our CRM tool, SFDC. Reach call outside procurement target of > 70% on monthly basis with pre-call planning of >75% of total calls.
    • ** Key Skill** Drive faster resin adoption in China tire customers by understanding customer’s formulation goal, formulation strategy, and key target that they must hit vs. others that they are willing to compromise. Be able to guide customer through their tire formulation process by recommending right resin solution to targeted tire customers.
    • Develop and grow technical relationship of assigned customers with the hunter mentality of driving sales opportunities quickly through the funnel. Efficiency (# of days in funnel) and effectiveness (win rate) will be measured strictly.
    • Lead the interaction and communication with Eastman technical community (Shanghai TSAD, Akron) to breakdown barriers in driving opportunities forward
    • Keep management informed and be vocal in asking for help through existing management routines in order to drive decision making or removal of internal barrier.
    • Monitor competition in the resin space, understand next best alternative and how Eastman could create sustainable differentiation vs. competition. Competition monitoring will include both technical and commercial item.


Knowledge and Skill Requirements


    • Bachelor and above; MBA or PhD is a plus
    • 7-10+ years in technical or sales experience in tire or resin industry.
    • Able to build technical relationship with tire customers and provide targeted resin selection to customers depending on their formulation
    • Strong communication skills and strong drive to move through the matrix.
    • Good business acumen, prospecting and negotiation skill.
    • Highly motivated individual and high degree of self-reliance and initiative.
    • Fluent in English and Chinese.



Travel Requirements


>60%+ on a necessity basis; mostly in China region


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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