Job Information
Eastman Business Development Manager, China in Shanghai, China
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 14,000 people around the world and serves customers in more than 100 countries. The company had 2023 revenue of approximately $9.2 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.
Role Description
The Business Development Manager is responsible for executing our business strategy at the downstream customer level, enabling customer success through identifying, developing, and securing new specifications for Eastman offerings in downstream applications. Responsible for collaborating with Account Managers as potential sales opportunities are being won to ensure a seamless transition for ongoing success of specified business. This position offers a unique opportunity to shape the way Eastman strategically develops its business in the Circular Economy, placing you at the forefront of this innovative initiative. Approximately 50%+ travel is required for this role.
This full-time position, ideally based in The Netherlands, Belgium or Germany (though other EU locations will be considered), reports to the EMEA Sales Manager and offers an exciting opportunity to develop new business for our circular offerings in downstream applications.
Responsibilities
Generate targets aligned with the business strategy to deliver future growth
Effectively engage potential customers to learn more about their unmet needs and buying process; challenge customers to provoke consideration of new ways of winning
Utilize public and business sources for competitive and customer information that allows a deep understanding of the market. Uses this information to expand sales
Understand potential customer’s business before engaging that customer
Present information that enables the prospective customer to clearly understand the value proposition of potential solutions and how these solutions can help the customer win
Steward the customer’s development, evaluation and decision-making for the new solutions
Identify opportunities and act to strengthen Eastman’s position in the eyes of the customer
Develop strong trust and credibility with all key players impacting the customer’s buying process
Collaborate with Account Representatives to close sales
Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities
Collaborate with internal resources to ensure Opportunities are provided with the required resources to ensure timely funnel movement
Cultivate a broad network of relationships across the value chain and within the customer organizations beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to enable successful development of new business.
Required Education and/or Experience
Bachelors, from an accredited college or university is required. Masters, or PhD preferred
Intermediate to advanced sales skills (5-10 years)
Extensive knowledge of markets and customers
Strong technical/IP knowledge, market and customer strategy and planning experience
Experience with CRM and other sales systems and tools
We are seeking dynamic individuals who can grasp market trends and see the "big picture." Candidates should have a proven track record of strategically developing new applications and accounts, excelling at prioritizing work, multitasking, and achieving goals. We need passionate sales leaders who constantly seek improvements for themselves and their customers, thriving in a changing market.
Additionally, the ideal candidate has a passion for selling, shaping customer behavior, and leveraging data for meaningful insights. Their tenacity drives them to energetically pursue goals and break down barriers. Their inquisitive nature helps resolve information gaps and make informed decisions. They collaborate seamlessly with cross-functional teams, leveraging collective strengths for success.
Eastman Chemical Company 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 diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.
