Regional Account Manager

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 #J-18808-Ljbffr