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Account Manager, CI

Job Requisition ID:  26091

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.

Role Description

The Account Manager – CI Japan serves as Eastman Chemical Company’s sales leader in Japan to drive customer strategy and provide leadership to the cross-functional team in value creation for the customer and Eastman. To effectively accomplish this, the incumbent must be adept at developing account strategies; translating strategies into tactical plans and prioritized opportunities; providing guidance and alignment to the internal stakeholders; and leading engagement with the customer.  Approximately 35%+ travel is required for this role.

The role is responsible for all CI product lines.

 

 

Accountabilities

 

Measure 

  • Value-add Achievement (Total vs target and if assigned, YOY Growth)
  • New Business Won – Revenue (as assigned)
  • Protect Business Won – Revenue
  • New Business Win Rate % of Total Expected Wins (as assigned)
  • Protect Business Win Rate % of Total Expected Wins
  • # Sales Calls Per Month vs target (TMP) with completed pre-call plans
  • % of customer face time outside of procurement

 

Responsibilities

  • Effectively utilize consultative selling processes to increase share and generate deals profitable to Eastman
  • Lead development and execution of the account strategy.  Gains support for the account strategy aligned with each business strategy
  • Build and lead the cross functional account teams.  Provide day-to-day support, direction, and coaching of account team members
  • Use Opportunity Management processes with the account team to effectively prioritize, track and drive all sales opportunities related to the account
  • Ensure that the Interaction Plans for all account team members are maintained and executed in alignment with the Account Strategy
  • Engage with the customer at various levels/functions in customer organization to 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 procurement
  • Leverage understanding of the customer, their strategy, and how they win to directly influence Eastman business strategies and offerings.
  • Facilitate executive relationships between Eastman and the customer
  • 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 in a winning relationship with the customer
  • Utilize Eastman value propositions in offers to customers and translate them into specific financial benefits.

 

Reports To

  • Sales Manager Chemical Intermediates (based in Korea)

 

 

 

 

Eastman Behaviors

  • Market Insight: Leverage market insights to guide decisions and determine what is right
  • Courage: Make courageous choices to innovate and accelerate value creation
  • Optimism: Optimistically focus on continual growth over a longer-term horizon
  • Bias for Action: Have a bias for action, prioritizing issues and making sound decisions, despite uncertainty or risk
  • Adaptability: Adaptable to market and customer opportunities quickly

 

 

Functional Skills and Capabilities

 

  1. 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 their business and needs.

 

  1. Account Penetration

Establishes and continually broadens a network of customer contacts in multiple functions and at multiple levels of the customer's business. Effectively engages with each function to gain better understanding of their individual and corporate requirements and needs.

 

  1. Customer Needs and Opportunity Assessment

Understands customer needs and their alignment with potential Eastman solutions.  Acts as voice of the customer within Eastman, expressing and documenting these needs.

 

  1. 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 close.

 

  1. Prospecting

Actively pursues qualified prospects that will provide new value to Eastman and proactively identifies new opportunities within the existing customer base.

 

  1. Targeting & 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 products) and activities needed to meet customer and territory objectives.

 

  1. 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 analytical insights for each customer discussion and enhancing the potential for desired outcomes.

 

  1. 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.
     
  2. Negotiation:
    Ensures that negotiations are solution driven, rather than price driven, promoting the differential value Eastman offers over its competitors. Effectively closes deals while ensuring mutual value.
     
  3. Account Team Leadership:

Understands how to drive strategies that result in a performance focused, high accountability sales culture. Coordinates with the various stakeholders who interact with or otherwise impact an account to ensure Eastman’s interests are aligned. Owns the quality of the overall relationship between Eastman and the account.

 

  1. Financial and Business Acumen

Develops and continually refines understanding of customer, competitor and market intelligence and financial information to optimize the pursuit and capture of growth and value together with our customers and prospects. 

 

  1. Internal Communication and Teamwork
    Understands Eastman's internal processes and capabilities, and maintains a strong internal cross-functional network. Knows when and how to engage internal resources to achieve maximum results and drive success.
     
  2. Forecasting
    Uses customer, market, and competitive insights to clearly forecast future sales through quantitative and qualitative inputs; ensures forecasts are updated in the system at least monthly.
     

 

Required Education and/or Experience

  • Knowledge and working experience with bulk chemicals business is preferred.
  • Experience in handling volume contract negotiations are advantageous.
     

 

 

 

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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