Regional Account Manager
Eastman Chemical Company, Kingsport, TN, United States
Role Profile
The Account Manager is responsible for executing our AMI auto business strategy at the customer level. The goal is enabling customer success and optimizing volume, revenue, and stable value-add growth for Eastman. To effectively accomplish this, the Account Manager must prioritize efforts across their territory, generate demand through discovery to uncover unmet needs, articulate compelling customer value propositions and develop account strategies which align with the business strategies. Approximately 50%+ travel is required for this role and can be based at a home-office. Reporting to the Sales Manager, you will fulfil a key role in the commercial growth of Eastman.
Responsibilities
Create and develop Territory Management Plan to ensure maximum business growth from the sales territory
Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
Plan, complete, document (with follow up) customer interaction as per the territory management plan
Negotiate pricing and commercial terms to ensure continuous optimization of the territory
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 sales budget targets
Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
Proactively develop and document appropriate level of account plans for accounts within territory
Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
Utilize consultative selling skills to effectively communicate and capture value
Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
Conduct data-based territory analysis and prioritize efforts to maximize territory performance
Tailor Value Propositions to ensure customer benefits are communicated and understood
Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and uses this to expand sales within the territory
Qualifications
Bachelor's Degree in business, technical or science from an accredited university is required
10+ years of experience in a consultative sales capacity
Fluency in English is essential, other language skills such as Mandarin or Spanish are beneficial
The base salary range for this position is $136,000 to $187,000.
At Eastman, we are committed to transparency and integrity in our compensation practices. Eastman includes salary ranges in some job postings to provide clear compensation information and to be compliant with state laws that require disclosure. Not all postings display ranges due to factors like location, market conditions, or position specifics. Compensation is based on qualifications and experience. Candidates are encouraged to discuss their salary questions during the interview process.
Benefits Your total rewards go far beyond a competitive salary. When you join Eastman, you gain access to an exceptional suite of programs designed to protect your health, grow your wealth, and fuel your career.
Compensation & Incentives
Health & Wellness
Retirement & Financial Strategies
Time Away
Growth & Development
Eastman 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 engaged workplace, where everyone can contribute to their fullest potential each day.
Job Segment: Account Manager, Marketing Manager, Application Developer, Procurement, Sales, Marketing, Technology, Operations
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Responsibilities
Create and develop Territory Management Plan to ensure maximum business growth from the sales territory
Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
Plan, complete, document (with follow up) customer interaction as per the territory management plan
Negotiate pricing and commercial terms to ensure continuous optimization of the territory
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 sales budget targets
Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
Proactively develop and document appropriate level of account plans for accounts within territory
Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
Utilize consultative selling skills to effectively communicate and capture value
Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
Conduct data-based territory analysis and prioritize efforts to maximize territory performance
Tailor Value Propositions to ensure customer benefits are communicated and understood
Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and uses this to expand sales within the territory
Qualifications
Bachelor's Degree in business, technical or science from an accredited university is required
10+ years of experience in a consultative sales capacity
Fluency in English is essential, other language skills such as Mandarin or Spanish are beneficial
The base salary range for this position is $136,000 to $187,000.
At Eastman, we are committed to transparency and integrity in our compensation practices. Eastman includes salary ranges in some job postings to provide clear compensation information and to be compliant with state laws that require disclosure. Not all postings display ranges due to factors like location, market conditions, or position specifics. Compensation is based on qualifications and experience. Candidates are encouraged to discuss their salary questions during the interview process.
Benefits Your total rewards go far beyond a competitive salary. When you join Eastman, you gain access to an exceptional suite of programs designed to protect your health, grow your wealth, and fuel your career.
Compensation & Incentives
Health & Wellness
Retirement & Financial Strategies
Time Away
Growth & Development
Eastman 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 engaged workplace, where everyone can contribute to their fullest potential each day.
Job Segment: Account Manager, Marketing Manager, Application Developer, Procurement, Sales, Marketing, Technology, Operations
#J-18808-Ljbffr