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Account Manager, Fibers

Job Requisition ID:  25947

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.

Fibers Account Manager - Japan

The Account Manager has primary responsibility for growing sales in the Japanese textiles market through expanding our mill network and gaining adoption at Japanese brands and value chain players (e.g. fabric traders). Focus would be on enabling value chain players success through identifying, developing, and securing new adoptions for Eastman Naia™ cellulosic yarn in focused segments.  Furthermore, the account manager is a key member of the global textiles team providing insights to build the segmentation and market activation plans for mills and brands working closely with the marketing and technology functions. Secondary responsibility is in supporting global key accounts for Filter Products (5-10% of the time).

 JOB RESPONSIBILITIES:

  • Grow and defend sales at existing mill customers and extent the Naia™ mill network in Japan. Identify and develop new brand/mill opportunities to deliver future growth
  • Steward the brand/mill development through the evaluation and decision-making process with focus on successful Naia™ adoption
  • Cultivate a broad network of relationships across the value chain (notably with traders, garment manufacturers where applicable, industry association, etc.) and within the customer organizations beyond procurement (e.g. R&D, Manufacturing, Fabric Development, Brand Management, Senior Leadership, Marketing, etc.) to enable identification and successful development of new sales opportunities and raise awareness and create preference for Naia™
  • Support global key Filter Products account activities; Collect and analysis filters market intelligence

Sales Behaviors

  • Account Planning: Manages each customer account with a clear and specific strategy that allows both parties to win. Demonstrates the ability to navigate broadly and deeply within the customer's organization to gain critical insights into unmet needs and the customer’s buying process.
  • Customer Needs & Opportunities Assessment: Understands customer needs and their alignment with potential Eastman solutions. Acts as voice of the customer within Eastman, expressing and documenting these needs
  • Opportunity Management: Effectively manages the portfolio of opportunities through the funnel, advancing through the various stages at the appropriate time. Utilizes additional resources and engages partner functions when necessary to remove barriers and progress opportunities to commercialization.
  • Targeting and Territory Management: Understands how to manage resources across customers, markets, and geographies, through a territory-specific business plan that outlines optimization for the most impactful activities for both existing and new business growth. Sales Representative understands their territory (accounts and offerings) and activities needed to meet customer and territory objectives.
  • Call Planning: Creates and follows a proactive, disciplined, and adaptable process for driving rich customer engagement, insights, and solutions. Ensures successful customer interaction by assessing priorities and leveraging insights for each customer discussion leading to desired outcomes.
  • Value Proposition Development and Reinforcement: Maintains expertise in both products and services. Tailors the market offering to meet specific account needs. Communicates the value proposition in a compelling way and provides proof of value to both the customer and Eastman.

 

KNOWLEDGE AND SKILL REQUIREMENT (INCLUDING EDUCATION AND EXPERIENCE)

  • Extensive knowledge of and connections with the textiles industry and fashion brands in Japan
  • Sound commercial acumen; strong analytical and business development skills
  • A high energy, entrepreneurial and result driven individual
  • Excellent strategic, negotiation and influencing skills
  • A positive, mature, team oriented and dynamic person who is hands on, flexible and has a management style that can work effectively with people at all levels; Being able to command respect both internally and externally
  • Good communication skills (written and spoken) in English and Japanese (Mandarin is a plus)
  • University education; MBA Degree is a plus

TRAVEL REQUIREMENTS

Ability to travel extensively within Japan, estimated travel at 60%; outside of Japan, 10-20%

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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