Business Development Manager - Paper Coatings

Eastman is a global specialty materials company focused on enhancing quality of life through innovative products and solutions. The Business Development Manager will execute business strategy at the downstream customer level, driving customer success by identifying and securing new specifications for Eastman offerings in the sustainable paper packaging industry.

Responsibilities:

• Translate Eastman’s paper coating product strategy into downstream account plans and new projects aligned to growth objectives
• Generate target accounts/opportunities by mapping downstream process steps
• Engage potential customers at different value chain functions to understand unmet needs, material development and replacement drivers
• Promote Eastman paper coating product portfolio with a clear technical and economic value proposition approach
• Own and steward customer qualification programs: sample programs, pilot trials, metrology requirements and approval process
• Coordinate internal R&D, analytical labs, quality, manufacturing, regulatory and supply chain to meet semiconductor‑grade specifications
• Collaborate with Account Managers, Technical Service, Marketing, Regulatory, and Supply Chain to ensure smooth contract execution, supply continuity and escalation handling post‑specification
• Use Opportunity Management (Sales Force) to track milestones at different stages
• Maintain a deep understanding of market and industry trends, competitor offerings and customer‑specific qualification timelines
• Translate market insight into product positioning, prioritization of specs, and win strategies
• Build credibility with cross‑functional stakeholders beyond procurement
• Represent Eastman at technical workshops, conferences, and customer project reviews

Requirements:

• Bachelor's degree in Chemical engineering, Chemistry, Materials Science, or related engineering field required
• 5–10+ years of advanced sales/business development in specialty chemicals, process chemicals, or paper packaging/coating materials with demonstrable experience with coaters, converters and brands
• Extensive knowledge of markets and customers
• Strong technical/IP knowledge, market and customer strategy and planning experience
• Experience with CRM (Sales Force preferred), opportunity management and other sales systems and tools
• Master's or PhD preferred