What are the responsibilities and job description for the Account Manager position at Eastman?
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 2023 revenue of approximately $9.2 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.
The Role
The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and value-add growth for Eastman. To effectively accomplish this, the Account Manager must prioritize efforts across their territory, generate demand through discovery to uncover unmet needs, articulate compelling customer value propositions and develop account strategies which align with our business strategies. Approximately 50% travel is required for this role.
Responsibilities
- Create, develop, and execute Territory Management Plan and account plans to ensure maximum business growth from the sales territory based on detailed analyses
- Generate and develop sales leads within the sales territory to close new opportunities and achieve sales goals
- Cultivate a network of relationships across the value chain and within the customer organization beyond procurement to develop new business; utilize consultative selling skills
- Use effective techniques to protect and close new business ensuring sales order values meet sales targets
- Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
- Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
- Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
- Effectively leverage CRM for documentation, collaboration, and analysis
- Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
- Negotiate pricing and commercial terms of sales agreements (where applicable)
- Tailor Value Propositions to ensure customer benefits are communicated and understood
- Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and uses this to expand sales within the territory
Skills
- Account Planning
- Account Penetration
- Customer Needs and Opportunity Assessment
- Opportunity Management
- Prospecting
- Targeting & Territory Management
- Call Planning
- Value Proposition Development and Reinforcement
- Negotiation
- Account Team Leadership
- Financial and Business Acumen
- Internal Communication and Teamwork
- Forecasting
Traits
- Passion for Selling: understanding and shaping customer and market behavior, developing insights meaningful to customers’ success, leveraging data, and using a disciplined approach in key sales processes
- Tenacious: pursues goals with energy, seldom gives up, always looks for possibilities, breaks down perceived barriers
- Inquisitive: leverages the skills of questioning, resolve gaps in information, makes informed choices, and leverages experts
Qualifications and Experience
- Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering)
- Masters Degrees will be considered (MBA preferred)
- 5 years of consultative sales experience within the chemicals industry
- Experience developing and executing large account strategies
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, pregnancy, veteran status or any other protected classes as designated 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.
