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Global Key Account Manager

Job Requisition ID:  38842

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.

The role

The Global Key Account Manager (GKAM) serves as Eastman Chemical Company’s sales leader to drive customer strategy and lead the cross-business global account team in generating growth and value creation for the customer and Eastman. The GKAM leads with strategic customers who are global in nature. To effectively accomplish this, the GKAM must develop account strategies; translate strategies into tactical plans and prioritized opportunities; provide guidance and alignment to the team; and lead engagement with the customer. Requires travels 50% or more of the time.

Responsibilities

  • Effectively utilize consultative selling processes to increase share of wallet and generate mutual growth with new and existing products.
  • 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 team.  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 the executive level and throughout the 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.  
  • 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 for growth with the customer 
  • Utilize Eastman value propositions in offers to customers and translate them into specific financial benefits.

 

Eastman Behaviors

  • Market Insight
  • Courage
  • Optimism
  • Bias for Action
  • Adaptability

 

Qualifications

  • Bachelor' Degree from an accredited college or university, required 
  • MBA preferred
  • At least 5 years of sales experience with strong negotiation skills
  • Experience developing and executing large account strategies with cross functional teams
  • Business management, marketing, or product management experience is a plus

Interested?

Please send your application via the apply button. 

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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