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ADTS Manager

Job Requisition ID:  37776

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 www.eastman.com.

Responsibilities

  • Build strong relationships with key customers and distributors and maintain high levels of customer satisfaction regarding products in use.
  • Act as the center of expertise and serve as the technical leader for the assigned territory on product and application related technical matters.
  • Create and maintain the position of Eastman Aviation Solutions (EAS) as the technical services and support market leader.
  • Work collaboratively and closely with the Sales team in managing customer relationships and the delivery of territory and account plans.
  • Provide direct technical support to customers and other market influencers across all targeted end user segments.
  • Work closely with all functions to optimize category performance and growth opportunities
  • Promote, facilitate, and adopt a customer driven team working approach.
  • Provide expert regional technical support to customers, distributors, and Territory Sales Team.
  • Manage and maintain optimum level of customers’ satisfaction of products in use.
  • Assess Sales team’s product training needs, develop and execute training programs.
  • Support the commercial airline product use database (e.g. Fleet Data).
  • Manage regional Skydrol fluid sampling program (e.g. SkyLab) and laboratory relationship. 
  • Proactively inform customers/Sales of likely product performance issues.
  • Resolve product performance issues.
  • Develop distinctive, profitable customized technical service offers aligned with customer needs.
  • Communicate with the Sales and Marketing group on new technical related opportunities as well as threats to current business.
  • Actively interface with applicable industries to ensure EAS is perceived as a leader in aviation specialty technology.
  • Establish and maintain effective working relationships with key individuals in influential stakeholder groups.
  • This role may also have a Sales and Business development element where the person will manage specific customer relationships and seek growth opportunities with targeted accounts.  Responsibilities will include:
  • Understand and influence the customer’s strategy and objectives; uncover and influence. prioritization of needs; and ensure that Eastman’s proposals have support at the customer prior to price/service negotiations with customer.
  • Leverage understanding of the customer, their strategy, and how they win to directly influence Eastman business strategies and offerings.
  • Understand the customer’s key business drivers and impact on business results and use this information to develop mutually beneficial offerings. 
  • Develop a set of shared goals and objectives for growth with the customer.
  • Utilize Eastman value propositions in offers to customers and translate them into specific financial benefits.
  • Negotiate and manage specific customer contracts.

Competencies, Traits and Behaviors

Key Competencies

  • Very good relationship management and interpersonal skills and the ability to achieve influence using these skills
  • Ability to influence and work collaboratively with others
  • Ability to develop and maintain effective working relationships with internal, and external stakeholders
  • Self-motivated to resolve challenges and circumvent obstacles
  • Openly discuss opportunities to improve the performance of the business
  • Model behaviours consistent with effective team membership

Tenacious:

  • Pursues goals with energy, drive, and a need to finish
  • Seldom gives up before finishing, especially in the face of resistance, rejection or set-back
  • Always looks for the possibilities and skillfully does discovery to overcome obstacles   
  • Breaks down or work around perceived barriers; gets to the right decision makers internally and externally

Inquisitive:

  • Leverages the skills of questioning, observation, listening and networking to gain a deep understanding of our customers’ goals, needs and issues
  • Takes the required action to resolve gaps in information, knowledge or understanding
  • Gathers all information needed to make informed choices
  • Leverages experts and other key individuals as important sources of information
  • Uncovers relevant information to make accurate judgments and sound decisions

Qualifications

  • Bachelor’s degree from an accredited college or university, preferred
  • 5 to 10 years of technical or industry experience
  • Knowledge of Gas Turbines and/or oil systems, preferred
  • Some customer/supplier face to face experience is preferred
  • English and Mandarin speaking required
  • Commercial customer facing interest required

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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