What are the responsibilities and job description for the Business Development 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 Business Development Manager is responsible for executing our business strategy at the downstream customer level, enabling customer success through identifying, developing, and securing new specifications for Eastman offerings in downstream applications. Responsible for collaborating with Sales Representatives as potential sales opportunities are being won to ensure a seamless transition for ongoing success of specified business. Approximately 50% travel is required for this role.
Responsibilities
- Generate targets aligned with the business strategy to deliver future growth
- Effectively engage potential customers to learn more about their unmet needs and buying process; challenge customers to provoke consideration of new ways of winning
- Utilize public and business sources for competitive and customer information that allows a deep understanding of the market. Uses this information to expand sales
- Understand potential customer’s business before engaging that customer
- Present information that enables the prospective customer to clearly understand the value proposition of potential solutions and how these solutions can help the customer win
- Steward the customer’s development, evaluation and decision-making for the new solutions
- Identify opportunities and act to strengthen Eastman’s position in the eyes of the customer
- Develop strong trust and credibility with all key players impacting the customer’s buying process
- Effectively leverage CRM for documentation, collaboration, and analysis
- Collaborate with Account Representatives to close sales
- Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities
- Collaborate with internal resources to ensure Opportunities are provided with the required resources to ensure timely funnel movement
- Cultivate a broad network of relationships across the value chain and within the customer organizations beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to enable successful development of new business.
Skills
Traits
Education and Experience
Bachelors, from an accredited college or university is required. Masters, or PhD preferred
Intermediate to advanced sales skills (5-10 years)
Extensive knowledge of markets and customers
Strong technical / IP knowledge, market and customer strategy and planning experience
Experience with CRM and other sales systems and tools
Spanish speaking capabilities would be an asset.
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.
