Commercial Account Manager Jobs

Responsibilities:

The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and 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 that align with our business strategies. Approximately 50%+ travel is required for this role.

Role Description

Create, develop, and execute Territory Management Plan and account plans to ensure maximum business growth from the sales territory based on detailed analyses.

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 to develop new business; utilize consultative selling skills.

Use effective techniques to protect and close new business ensuring sales order values meet sales targets.

Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy.

Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement.

Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners.

Effectively leverage CRM for documentation, collaboration, and analysis

Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance.

Negotiate pricing and commercial terms of sales agreements (where applicable)

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.

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 Behaviors

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)

5-10 years of Sales experience

Experience developing and executing large account strategies