Account Manager

5 - 7 years experience  •  Chemicals

Salary depends on experience
Posted on 11/07/17
Kingsport, TN
5 - 7 years experience
Chemicals
Salary depends on experience
Posted on 11/07/17

Eastman is a global advanced materials and specialty additives company that produces a broad range of products found in items people use every day. With a portfolio of specialty businesses, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. Its market-driven approaches take advantage of world-class technology platforms and leading positions in attractive end-markets such as transportation, building and construction and consumables. Eastman focuses on creating consistent, superior value for all stakeholders. As a globally diverse company, Eastman serves customers in more than 100 countries and had 2016 revenues of approximately $9.0 billion. The company is headquartered in Kingsport, Tennessee, USA and employs approximately 14,000 people around the world. For more information, visit www.eastman.com.

 

AM-Interlayers Account Manager Job Description

 

 

Eastman (EMN) is a global specialty chemical company that produces a broad range of products found in items people use every day. With a portfolio of specialty businesses, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. As a globally diverse company, Eastman serves customers in approximately 100 countries and had 2014 revenues of approximately $9.5 billion. The company is headquartered in Kingsport, Tennessee, USA and employs approximately 15,000 people around the world.  Visit us at www.eastman.com.

 

THIS ROLE CAN WORK OUT OF A HOME OFFICE

 

 

JOB DUTIES AND RESPONSIBILITIES

  • Manage Saflex® sales at designated accounts / territory in the US and Canada to deliver on revenue, volume, and value add targets.
  • 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 (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to develop new business
  • Use effective techniques to protect and close new business ensuring sales order values meet salesbudget targets
  • Support the order fulfillment/supply chain process by working with supply chain demand management to deliver a Territory forecast for Saflex® sales that is accurate.
  • Manage, strengthen, & develop customer relationships at key customer accounts by exceeding customer expectations with respect to customer service, technical service, and product knowledge.
  • Utilize Salesforce to track projects in Opportunity Management and document all customer visits and key interactions with customers.
  • Conduct negotiations for all key contract customers in the Territory to support Saflex® business segment objectives.
  • Participate and support Market Development Teams, driving new business and growth for Saflex® in architectural and automotive market segments.
  • Develop and build downstream (i.e. architects, curtain wall companies) awareness and promote / sell beyond our architectural transactional customers.
  • Proactively approach safety, support corporate safety programs and maintain accountability for the safety of themselves and others.
  • Develop Account Strategies for key local customers and support Global Key Account Strategies as required.
  • Manage account receivables in compliance with expectations and through cooperation and partnership with the credit department.
  • Maintain high level of product and market knowledge; demonstrate industry knowledge keeping abreast of competition, competitive issues and products.
  • Attend and participate in sales meetings, business team meetings, product seminars and trade shows as required.
  • Demonstrate ability to tailor and deliver compelling value propositions, to upsell and sell additional products/services into existing clients.
  • Develop, align and execute territory / region sales / business plans with overall business strategy.
  • Work primarily from a home office located within the Territory.

QUALIFICATIONS

  • Minimum Bachelor’s degree from accredited college / university.
  • Minimum 5years’ experience in customer facing roles (i.e. customer service, technical services and/or sales)
  • Technical Salesexperiencepreferred
  • 50% travelrequired

PREFERRED SKILLS AND CAPABILITIES

  • Ability to quickly identify, gain access to and develop strong relationships with key influencers and decision-makers both with customers and internally
  • Excellent oral and written communication (clear, concise, cordial) and relationship building skills are critical
  • Industry knowledge of performance attributes of a wide range of polymers, manufacturing processes, and secondary processes
  • Comfortable giving presentations to small and large groups internally and especially externally with customers
  • Excellent facilitation and leadership skills; the ability to manage projects for customers through teamwork with commercial, sales and other technical personnel
  • Drives projects with good judgment and a sense of ownership and determination, both individually and within a team environment
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