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Account Manager

Job Requisition ID:  42716

Eastman’s current hiring policy encourages and prefers new hires be fully vaccinated before reporting to work in this role when possible. 

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 14,000 people around the world and serves customers in more than 100 countries. The company had 2021 revenues of approximately $10.5 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.

Role Profile

1.    Responsible for growing Chemical Intermediates AP business in designated territory/customer/market segment in SEA 
2.    Achieve short term annual sales target and meet mid/long term milestones of growth projects.
3.    Build strong customer engagement, and develop capability and discover opportunities for future growth
4.    Serve as team member in participating to develop and execute growth strategy

 

JOB FUNCTIONS:

1.    Responsible for the direct and channel sales process, aiming at meeting and/or exceeding sales targets. 
2.    Implement business strategies to achieve profitable business relationships and identify new revenue opportunities with major accounts. Develop and maintain strategic business relationships with major accounts to promote brand awareness and profitable business relationships.
3.    Negotiate pricing and commercial terms of sales agreements
4.    Conduct data-based territory analysis and prioritize efforts to maximize territory performance 
5.    Proactively develop and document appropriate level of account plans for accounts within territory in SFDC
6.    Plan, complete, document (with follow up) sales calls as per the account plan in SFDC.
7.    Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
8.    Developing new business opportunities with new or existing customers.
9.    Ensure opportunities have the required resources and documented in SFDC to enable timely funnel progression
10.    Cultivate a network of relationships within the customer organization, beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) 
11.    Keeping records of all interaction with customers in SFDC, regardless of the outcome of a sale
12.    Coordinating with other functions including product management, supply chain, technical services, and manufacturing to support business needs
13.    Supporting collaborative effort with Marketing and Technology in pursuing new application/product and business strategy development
14.    Understanding and providing feedback on market/application and competitive intelligence 
15.    Remain updated on product knowledge
16.    Seeking opportunities to consistently learn and train
17.    Continuously developing and improving sales techniques
18.    Continuously developing skills in using the right tools to enhance business, management, and strategy development capability.

Qualifications

Education and Knowledge Background

•    BS in Chemistry, Polymer or Chemical Engineering
•    MBA preferred
    
Business Skill and Experience
•    At least 5-8 years of sales/technical experiences in related industries (Adhesives, PVC, Plasticizers and etc)
•    Good track records of business/sales/customer development and market development.
•    Experiences in developing and implementing strategy
•    Good skills in MS tools
    
Personal Attribute
•    Capability of working independently
•    Self-motivated
•    Can-do and striving for growth and personal development attitude
    
Language & Communication Skill
•    Good verbal and written skills in English 
•    Good presentations skills (internal and external)
    
People Management Skills
•    Good interpersonal skill
•    A good team-player either as leader or member

 

TRAVEL REQUIREMENTS

•    Require to spend more than 50% of time on travel status for customer visits; trade shows; training; and industrial functions, etc.
•    Some international travel.
 

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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