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Regional Account Manager
<span class="jobdescription"><p style="margin:0.0in 0.0in 1.0 E-4pt;font-size:12.0pt;font-family:Aptos"><span style="font-family:arial, helvetica, sans-serif">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 company, Eastman employs approximately 13,000 people around the world and serves customers in more than 100 countries. The company had 2025 revenue of approximately $8.8 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit <a href="https://nam11.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.eastman.com%2F&data=05%7C02%7CAmanda.Seal%40eastman.com%7Cd20eff0f298c4348b94508de632d2566%7C9b50c80f103b4433a91cb4b06c507387%7C0%7C0%7C639057242702655957%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=Ziz226Y3fd%2FdLgdZ4VpYtZVNpI%2BDnbv08VgS5hDQFdo%3D&reserved=0">www.eastman.com</a>.</span></p><div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:14.0px;word-wrap:break-word"><h2 style="font-size:1.0em;margin:0.0px"><b>About Advanced Interlayers Automotive at Eastman</b></h2> </div><div><p style="margin:0.0in;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Eastman is trusted the world over for its commitment to improving driver and passenger safety, as well as elevating driving performance through innovation of new materials. Since 1937, Saflex® interlayer technology has become the gold standard in laminated glass. Automotive engineers and glass fabricators alike depend on the Saflex brand to provide quality products, reliable service, and expert advice. Whether it’s fine-tuning the cabin ride, reducing solar glare, adding privacy and security, or creating a safer way to access technology while driving, we'll do everything possible to help you find solutions to your design needs. For more information, please visit www.saflex.com.</span></p></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:14.0px;word-wrap:break-word"><h2 style="font-size:1.0em;margin:0.0px"><b>Role Profile</b></h2> </div><div><p style="margin:0.0in;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">The Account Manager is responsible for executing our AMI auto business strategy at the customer level. The goal is enabling customer success and optimizing volume, revenue, and stable 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 which align with the business strategies. Approximately 50%+ travel is required for this role and can be based at a home-office. Reporting to the Sales Manager, you will fulfil a key role in the commercial growth of Eastman.</span></p></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:14.0px;word-wrap:break-word"><h2 style="font-size:1.0em;margin:0.0px"><b>Responsibilities</b></h2> </div><div><ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Create and develop Territory Management Plan to ensure maximum business growth from the sales territory</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Plan, complete, document (with follow up) customer interaction as per the territory management plan</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Negotiate pricing and commercial terms to ensure continuous optimization of the territory</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Generate and develop sales leads within the sales territory to close new opportunities and achieve sales goals</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Cultivate a network of relationships across the value chain and within the customer organization beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to develop new business</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Use effective techniques to protect and close new business ensuring sales order values meet sales budget targets</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Proactively develop and document appropriate level of account plans for accounts within territory</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Utilize consultative selling skills to effectively communicate and capture value</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Conduct data-based territory analysis and prioritize efforts to maximize territory performance</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Tailor Value Propositions to ensure customer benefits are communicated and understood</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">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</span></li> </ul> <p style="margin:0.0in;font-size:11.0pt;font-family:Calibri, sans-serif"> </p></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:14.0px;word-wrap:break-word"><h2 style="font-size:1.0em;margin:0.0px"><b>Qualifications</b></h2> </div><div><ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Bachelor’s Degree in business, technical or science from an accredited university is required</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">10+ years of experience in a consultative sales capacity</span></li> </ul> <p><span style="font-size:10.0pt;font-family:Calibri, sans-serif">Fluency in English is essential, other language skills such as Mandarin or Spanish are beneficial</span></p></div></div></div><div> <p>The base salary range for this position is $<span style="font-size:12.0pt;font-family:Aptos, sans-serif">136,000</span> to $<span style="font-size:12.0pt;font-family:Aptos, sans-serif">187,000</span>. </p> </div> <div> <p> </p> <p>At Eastman, we are committed to transparency and integrity in our compensation practices. Eastman includes salary ranges in some job postings to provide clear compensation information and to be compliant with state laws that require disclosure. Not all postings display ranges due to factors like location, market conditions, or position specifics. Compensation is based on qualifications and experience. Candidates are encouraged to discuss their salary questions during the interview process.</p> </div> <p> </p> <p><strong>Benefits</strong></p> <p>Your total rewards go far beyond a competitive salary. When you join Eastman, you gain access to an exceptional suite of programs designed to protect your health, grow your wealth, and fuel your career.</p> <p> </p> <p><strong>Compensation & Incentives</strong><br>• Base pay plus performance-based incentive opportunities that let you share in our success.</p> <p> </p> <p><strong>Health & Wellness</strong><br>• Comprehensive medical, prescription-drug, and dental coverage—paired with a Health Savings Account option to help you save tax-free dollars for care today or in the future.<br>• A robust menu of voluntary benefits—including vision, optional life, critical-illness protection, and more—so you can tailor coverage to fit your life.<br>• Holistic wellness support: financial-planning tools, family-building assistance (adoption, pregnancy, and fertility resources), parental leave, and confidential Employee Assistance Program counseling.</p> <p> </p> <p><strong>Retirement & Financial Strategies </strong><br>• 401(k) with a company match—plus an additional annual retirement contribution from Eastman to accelerate your long-term savings.</p> <p> </p> <p><strong>Time Away</strong><br>• Eleven paid holidays, one personal day, paid time off, and paid vacation to recharge, celebrate, or handle life’s moments.</p> <p> </p> <p><strong>Growth & Development</strong><br>• Access to mentorship, learning resources, and leadership programs that empower you to thrive in your current role and chart the next steps in your career.</p> <p> </p> <p>At Eastman, we invest in the whole you—so you can bring your best self to work every day and build a future you’re proud of.</p> <p> </p> <p>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.</p> <p> </p> <p>Eastman is committed to creating a powerfully engaged workplace, where everyone can contribute to their fullest potential each day.</p> </span>
