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?www.eastman.com.
Role Profile
The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and variable margin 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 our business strategies.
The position can be home based anywhere in the US, ideally on the Eastern half of the US, and in the proximity of an airport. Approximately 50%+ travel is required for this role.
Responsibilities
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 Salesforce 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
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
Qualifications
Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering all preferred)
Master's Degrees will be considered (MBA preferred)
5-10 years of Sales experience
Experience developing and executing large account and/or commercial strategies
The base salary range for this position is $100,000 to $137,500. ?
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.
Benefits
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.
Compensation & Incentives
Base pay plus performance-based incentive opportunities that let you share in our success.
Health & Wellness
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.
A robust menu of voluntary benefits-including vision, optional life, critical-illness protection, and more-so you can tailor coverage to fit your life.
Holistic wellness support: financial-planning tools, family-building assistance (adoption, pregnancy, and fertility resources), parental leave, and confidential Employee Assistance Program counseling.
Retirement & Financial Strategies
401(k) with a company match-plus an additional annual retirement contribution from Eastman to accelerate your long-term savings.
Time Away
Eleven paid holidays, one personal day, paid time off, and paid vacation to recharge, celebrate, or handle life's moments.
Growth & Development
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.
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.
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 engaged workplace, where everyone can contribute to their fullest potential each day.
