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
The Business Developpment Manager (BDM) will be responsible for Adhesives Business Development efforts throughout the region with a focus on new applications driving MDI, new market penetration, and new customer acquisition and value chain extension (i.e. Brands). He/She will be accountable for delivering on New Business Targets for the organization through proactive hunting engagement in the market with an infatuation for driving ongoing funnel growth.
Leverage global team collaboration, primary research, secondary research and data mining to drive market knowledge and identify/target new customers to drive hunting engagements
Responsible for partnering with Account Managers as needed to close existing sales opportunities for new products and new applications
Work to build relationships throughout the value chain to drive insights from the end-customer back
Determine prospective customer's unmet needs and match needs with Eastman solutions
Position Eastman solutions by developing proposals designed to address unmet needs and deliver proposals to key economic buyer and influencers
Build knowledge of customer buying process and drive/record market insights into SFDC
Responsible for developing and/or collaborating with account managers on Account Strategies & TMP plans to drive key activities
Own the opportunity end-to-end process leveraging SFDC milestones and tasks for all projects to drive funnel acceleration
Support New Product Development assessments to support macro trend alignment
Responsible for pre call planning efforts and completing call reports in a timely manner
Responsible for managing OM funnel for all key projects with minimal monthly updates
Responsible for supporting regional Distribution Channel efforts as needed with new product launches
Use of The Consultative Process and Strategic Selling as primary practices in interface with customers and co-workers
Develop strong relationships between companies throughout all levels of the customer buying process
Develop understanding of customer's decision making process and how the customer makes money
Collaborate and engage cross-functional team to close new business and develop high/wide relationships throughout the buying process
Lead monthly funnel reviews focused on demonstrating new business funnel growth and funnel progression
Develop a roadmap for leveraging Business Development Managers globally to drive new business growth
Minimum 60% travel required.
Qualifications, Skills and Personal Traits
4 Year Degree, preferably in Science or Engineering, MBA would be nice-to-have
Minimum of 7 years of sales experience preferred with strong background in new business development
Experience growing sales substantially in a territory/market through identification and closure of new business opportunities
Solid working knowledge of key market segments & associated value chains, e.g. recycling, roofing, wire and cable compounding
Specific, detailed knowledge of properties, processing characteristics, and pricing for additives formulations
Skills & Personal Traits:
Hunter mentality and strong ability to understand customer decision making process and to quickly build strong relationships with target customers
Ability to develop a sales project plan that identifies companies and applications within those companies using specialty adhesives products
Ability to identify and gain access to key influencers and decision-makers who specify and approve use of new adhesives
Ability to develop sound business proposals, creating win/win opportunities for Eastman and customers
Project management capability including the ability to identify and execute key steps necessary to get adhesive products specified for use in a variety of applications
Ability to uncover all potential barriers to closure of new business and address those issues in order to close new business – i.e., can “close the deal”
High level of motivation, initiative and sense of urgency
Good oral and written communication skills.
Fluency and excellent written skills in English and German. Other European languages would be beneficial.
Please send your application via the apply button below.
Eastman Chemical Company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to 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.