The Sales Representative is responsible for aligning with and executing our downstream business segment strategies within their defined territory. At an individual account level, this would include pursuing a strategic account management approach to understand and optimize potential and actual share of opportunities. Maximize VM at the brand, develop and secure new specifications for Eastman offerings, and protect Eastman legacy business.
Command a thorough understanding of, provide feedback on and influence Eastman segment strategy. Be able to articulate how their customers align with our strategy.
Effectively engage potential customers using a strategic account management approach to understand a customer's corporate objectives and strategy as context for optimizing understanding of their unmet needs and buying process. Challenge customers to provoke consideration of new ways of winning.
Structure and negotiate commercial and co-promotional arrangements with customers (e.g. incentives, pricing, etc.).
Be able to articulate and maximize current and addressable Eastman market share within the brands for which they have responsibility.
Develop strong trust and credibility with all key players impacting the customer’s buying process including creating a line of sight to their entire converter network.
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.
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.
Steward the customer’s development, evaluation and decision-making for the new solutions.
Utilize public and business sources for competitive and customer information that allows a deep understanding of the market. Uses this information to expand sales.
Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement.
Responsible for collaborating with Account Managers as potential sales opportunities are being won to ensure a seamless transition for ongoing success of specified business.
Use Opportunity Management processes to effectively document, prioritize, track and drive sales opportunities.
Develop and continually align customer interface plan via TMP consistent with business segment strategy.
Approximately 60%+ travel is required for this role.
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.
Telecommuting is allowed.
Internal Number: 35063
About Eastman Chemical Company
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 2019 revenues of approximately $9.3 billion and is headquartered in Kingsport, Tennessee, USA.