Business Development Manager

Eastman is a global specialty materials company that produces a broad range of products. The Business Development Manager is responsible for executing business strategy at the downstream customer level and enabling customer success through identifying and securing new specifications for Eastman 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

Requirements:

• Bachelors, from an accredited college or university is required
• Advanced sales experience (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
• Masters, or PhD preferred