Sales Manager, Americas

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.

The Role

Eastman is committed to driving the transformation from a linear to a circular economy. With the launch of two commercial molecular recycling technologies, we see an opportunity to demonstrate what is possible and deliver real solutions to the global plastic waste problem. To achieve this, we aim to shape market expectations, challenge traditional paradigms, and drive change.

We are seeking a Sales Manager Americas who is passionate about sustainability and excels in leading and coaching sales teams. This role is responsible for achieving both short-term and long-term sales objectives through recruiting, hiring, coaching, training, and developing strong sales teams empowered to implement business strategies. The Sales Manager collaborates within the sales organization and with the broader business team to remove barriers, enabling Eastman's sales team to succeed with customers. Approximately 50%+ travel is required for this role.

Responsibilities

Translate business strategy into sales targets, priorities and action plans to deliver results

Set coaching as a top priority. Identify individual sales team member performance gaps and development needs. Provide skills coaching and development support to team members in groups and 1:1s

Provide deal level coaching and direct support for critical opportunities

Systematically and continually evaluate existing and potential talent and take appropriate action to ensure a highest level of performance in every sales territory.

Participate in customer activities with sales reps to observe, evaluate, coach and support

Ensure that team members are prepared and empowered to conduct all aspects of the customer relationship effectively and that actions and objectives are completed

Ensure that leading practices are being utilized by sellers on: Account Management, Opportunity Management, Territory Management, prospecting, forecasting, development and communication of value proposition and Economic Value Estimations, and leading with insights

Drive monthly forecasting routine and variance analysis to manage team performance towards quarterly targets

Work internally to remove barriers so account and sale objectives can be met

Analyze insights, results and activities across the sales team to drive growth and optimize resource allocation. Leverage data and analytics tools.

Actively encourage cross-selling and facilitate collaboration across businesses.

Drive a culture of ?Winning with Customers? inside the sales team

Effectively leverage CRM for documentation, collaboration, and analysis

Establish priorities for accounts within a territory

Ensure team members opportunities, account plans, territory plans, and sales forecasts are up to date and accurate

Enabling Competencies

Market Insight: Leverage market insights to guide decisions and determine what is right

Courage: Make courageous choices to innovate and accelerate value creation

Optimism: Optimistically focus on continual growth over a longer-term horizon

Bias for Action: Have a bias for action, prioritizing issues and making sound decisions, despite uncertainty or risk

Adaptability: Adaptable to market and customer opportunities quickly

Functional Skills and Capabilities

Account Planning

Account Penetration

Customer Needs and Opportunity Assessment

Opportunity Management

Prospecting

Targeting & Territory Management

Call Planning

Value Proposition Development and Reinforcement

Negotiation

Account Team Leadership

Financial and Business Acumen

Internal Communication and Teamwork

Forecasting

Traits and Behaviours

Passion for Selling: understanding and shaping customer and market behavior, developing insights meaningful to customers success, leveraging data, and using a disciplined approach in key sales processes

Tenacious: pursues goals with energy, seldom gives up, always looks for possibilities, breaks down perceived barriers

Inquisitive: leverages the skills of questioning, resolve gaps in information, makes informed choices, and leverages experts

Required Education and/or Experience

Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering all preferred)

Masters Degrees will be considered (MBA preferred)

Able to train and coach others

10 years of commercial experience, including as a People Leader and as Seller

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.