Business Development Manager, Performance Films, OEM
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
Performance Films Business Organization:
Eastman Performance Films Business is a world leader in the manufacturing and marketing of window and paint protection films, with a portfolio of industry-leading professional and consumer brands and product lines, including LLumar®, Vista® by LLumar, FormulaOne® by LLumar, SunTek®, V-Kool™, Huper Optik™ and Gila®.
A key role for the future development of Performance Films in the region, driven by increasing OEM interest in Paint Protection Film (PPF) as a factory approved and installed accessory.
We seek an individual with the skills, experience and knowledge to play a critical role in the development of an OEM segment plan and to take responsibility for execution of that plan in the EMEA region. The ideal candidate will also have project management experience to help support OEM installation initiatives.
The OEM Business Developer is responsible for achieving short-term and long-term focused sales objectives of Performance Films business in the region. The OEM Business Developer works within the sales organization and with the broader business team to remove barriers and better enable Eastman to win with customers. Approximately 60%+ travel is required for this role.
Develop and grow profitable sales of PPF to OEM clients in the region in accordance with agreed budget
Demonstrate deep customer curiosity and discovery skills to understand and educate our organization about the various buying processes, business models, and compelling needs of the OEM segment.
In conjunction with the US based OEM Segment Market Manager, develop EMEA OEM Market Segment Plan(s) - including establishing targets - that maximize margin growth
Participate fully in the cross functional segment teams that are accountable for executing all activities within the OEM Market Segment Plans
Assist in the development of compelling offers (including pricing strategy) and value propositions for the OEM segments. As needed, work with the cross functional segment teams to build / establish new offer elements.
Establish priorities for OEM accounts within the region and an execution plan to drive interaction and ultimately, direct sales to OEM clients
Act as lead point of contact for OEM business and drive the provision of first-class customer service to current and prospective OEM customers
Frequently engage and influence key decision makers at the OEM level to drive toward desired outcomes
Establish process to measure the effectiveness of execution plan and provide clear indication of progress towards meeting goals/objectives.
Provide monthly summary of key market insights, key successes, key barriers and results from activities
Capture and analyze information from a variety of sources to identify market/customer feedback and offer insights and measure results
Based upon market trends, growth drivers and customer insights identify innovation and growth opportunities to bring new, differentiated offers (products and services) to the OEM market
Work internally to remove barriers so account and sale objectives can be met
This role requires strong commercial and business acumen, savviness with modern CRM systems, excellent leadership skills and the ability to work in a fast-paced environment and handle multiple, competing priorities with a sense of urgency. The successful candidate holds a bachelor’s degree from an accredited college or university and at least 5+ years of relevant experience in strategic and consultative sales, preferably to Auto OEM clients
Required Education and/or Experience
Bachelor’s degree from an accredited college or university required
5-10 years of commercial experience, including as a seller
Significant experience in sales methodologies, tools and CRM
Strategic market development experience
Fluency in English & German (verbal and written).
Experience in networking across large, matrix organizations
Strengths in relationship building, discovery and influencing to reach desired outcomes
Excellent written and verbal communication skills
Strong organizational skills
Enthusiastic and motivated to create opportunities for Performance Films and to leverage the strength of the brands in the region
Self-starter able to operate with minimal supervision and a strong ability to drive to results
Strong decision-making process and ability
Strong Presentation skills
Results and goal-oriented, resilient when facing challenges
Team player and collaborative
Honest and ethical
Experience and/or knowledge of OEM buying processes
Familiarity with B-2-B and B-2-C marketing
Ability to work and connect naturally across different cultures
Meeting and Exceeding Customer Expectations
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.