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 14,000 people around the world and serves customers in more than 100 countries. The company had 2024 revenue of approximately $9.4 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit?www.eastman.com.
The Role
The Performance Films Account Manager is a key member of Eastman's EMEA commercial team, responsible for developing and executing regional and territory strategies across assigned European markets. The role achieves territory sales revenue objectives through profitable growth, customer retention, and the development of distributor and channel-partner business across Paint Protection Films (PPF), Architectural Window Films, and Automotive Window Films.
The core markets are Italy, Spain, and Portugal, with responsibility potentially extending to other European markets. This is a customer-facing, account-management role requiring approximately 60-80% travel. The position works independently within a matrix organization and collaborates closely with Customer Service, Technical Services, Marketing, Supply Chain, Finance, Product Management, and other internal functions to deliver customer value and remove barriers to growth.
Where applicable, the role may include responsibility for up to two direct reports.
Responsibilities
Contribute actionable customer, distributor, market, competitive, and growth insights to the development and refinement of regional and territory strategies.
Develop and execute territory and account plans for PPF, Architectural Window Films, and Automotive Window Films.
Segment and prioritize distributors and customers based on strategic importance, growth potential, market opportunity, performance, and business alignment.
Manage and develop the distributor network as the primary route to market, strengthening distributor capability, product knowledge, market coverage, demand generation, engagement, and execution of agreed business plans.
Achieve the assigned territory sales revenue target through profitable growth, new-business development, cross-selling, up-selling, repeat sales, customer retention, and market expansion.
Generate leads and manage the sales opportunity funnel through appropriate prioritization, resourcing, progression, documentation, and follow-up in accordance with Eastman's Opportunity Management process.
Conduct structured customer discovery, plan and execute customer interactions, and build trusted, multilevel relationships with distributors, channel partners, installers, dealers, and other customer stakeholders.
Apply consultative and value-selling approaches to connect Eastman's products, services, technical capabilities, and brands to customer needs and business outcomes.
Negotiate commercial terms within approved guidelines and support sustainable, mutually beneficial customer relationships.
Prepare accurate forecasts using customer, market, competitive, historical, and opportunity information.
Maintain reliable Salesforce and other approved-system data, conduct territory analysis, and use a data-driven approach to improve territory performance and forecast accuracy.
Monitor customer satisfaction, service performance, market trends, competitive activity, distributor effectiveness, risks, and barriers to growth; coordinate corrective actions and communicate relevant insights to the EMEA Commercial Manager and other stakeholders.
Coordinate internal resources to deliver customer solutions, resolve issues, support distributor execution, and remove barriers to growth.
Where applicable, organize work, set priorities, coach performance, support development, and ensure effective execution for up to two direct reports in alignment with Eastman processes and Essential Commercial Disciplines.
Complete other duties and assignments related to the position or arising from operational necessity, as directed by the supervisor.
Follow all applicable Eastman policies, procedures, health and safety requirements, legal and regulatory standards, and ethical business conduct expectations.
Success in this role requires proficiency in Discovery and Call Planning at the Lead level, as well as Territory Planning and Management, Account Planning and Management, Opportunity Management, Value Selling, Negotiation, Forecasting, Data Driven Approach, and Managing Customer Satisfaction at the Apply level.
LI-Spain; #LI-Italy; #LI-Portugal
Qualifications
A bachelor's degree from an accredited college or university is preferred, particularly in business, marketing, engineering, science, finance, or a related field. Equivalent relevant commercial experience may be considered. A master's degree or MBA is advantageous but not required.
5+ years of relevant commercial sales or account-management experience, preferably involving distributors, channel partners, key accounts, or geographically dispersed territories.
Strong knowledge of account management, distributor and channel-partner management, territory and account planning, customer relationship development, consultative selling, opportunity management, value selling, negotiation, forecasting, and sales execution is required. Experience in PPF, Architectural Window Films, Automotive Window Films, automotive aftermarket channels, installation networks, dealerships, or related markets is desirable. Experience with Salesforce or a comparable CRM system is preferred.
Experience in strategic, consultative, solution-based, or value-based selling; market development; pricing and commercial negotiation; customer retention and growth; and working across countries, cultures, and functions is desirable. Experience coaching or supervising sales professionals is an advantage.
Fluent written and verbal English is mandatory. Fluency in Italian, Spanish, and/or Portuguese is highly desirable because these are core markets. Residence in Italy, Spain, or Portugal is highly desirable, although the role may be located elsewhere in Europe.
Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day
