Bulk Chemicals Trade Manager

Eastman is seeking a Bulk Chemicals Trade Manager.

Eastman is a global specialty materials company that produces a broad range of products found in items people use every day.

The Role

The Bulk Chemicals Trade Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and variable margin for Eastman in a portfolio of internationally traded bulk liquid, commodity chemicals. To effectively accomplish this, the role must prioritize efforts across their territory, generate demand through discovery to uncover opportunities, identify attractiveness for flywheel needs, and develop account strategies which align with our business strategies. They will work closely with product management to understand needs/opportunities. Approximately 50%+ travel is required for this role.

Responsibilities

• Cultivate a network of relationships across the value chain and within the customer organization beyond procurement to develop new business; utilize consultative selling skills
• 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
• 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 identify 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 use this to expand sales within the territory

Qualifications and Requirements

• Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering all preferred)
• 8–10 years of sales experience
• Demonstrated knowledge and capability to draw insights and foresights on chemical industry value chain is highly preferred
• Thorough knowledge and working experience with bulk chemicals business, including knowledge and execution on bulk shipping options/issues, INCO-terms, trade financed deals and swap/exchanges
• Experience especially in the large volume liquid commodity chemicals sales of solvents and monomers is highly preferred
• Ability to build relationships and cultural acuteness: relate and communicate across different languages and regional territories effectively
• Experience in handling and coordinating deals with large and multinational trading and distribution companies as a counterparty will be beneficial