Inside Sales Representative - Specialty Plastics

Eastman is a global specialty materials company that produces a broad range of products found in items people use every day. The company works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability.

The Role

The Inside Sales Representative - Specialty Plastics will proactively manage, protect, and grow a portfolio of accounts across the EMEA market, moving beyond reactive order management toward a more strategic, value-driven sales approach. The role combines outbound selling, structured account management, and Salesforce-led pipeline development to drive revenue growth, reduce customer attrition, identify new opportunities, and maintain accurate sales forecasts that support business planning and alignment across the value chain.

This is a sales-focused role with ownership of both selected long-term accounts and transactional sales activities. The Inside Sales Representative manages sales transactions from initial engagement through to completion, ensuring a smooth and professional customer experience throughout.

The role also requires a strong understanding of value selling, particularly when navigating and influencing a complex value chain involving multiple stakeholders. The ability to communicate the value proposition clearly and effectively is essential to driving sales growth and building lasting customer relationships.

Responsibilities

• Manage a defined book of accounts, execute a monthly territory and account plan, and own the full inside sales cycle, including discovery, quoting, negotiation within delegated authority, and order conversion.
• Proactively engage assigned customers through phone, email, and video to identify needs and create cross-selling and up-selling opportunities.
• Develop and maintain account protection plans (renewals, risk mitigation, competitive watch) to retain business.
• Qualify inbound leads and originate outbound prospecting to generate new accounts and expand existing relationships, leveraging video calls, webinars, and other technologies to enhance the customer experience.
• Monitor account health, including order trends, returns, payments, and competitive activity, and proactively address at-risk customers with appropriate corrective actions.
• Develop accurate sales forecasts based on historical data, market trends, and customer insights, and continuously refine forecasts through ongoing analysis and adjustment.
• Collaborate closely with functional partners, including Marketing, Customer Service, Logistics, Technical Service, and Field Sales, to ensure a seamless customer experience and alignment on account strategy.
• Provide product and marketing teams with feedback based on customer interactions and market trends.
• Conduct regular, segmented account touchpoints and record all activities in Salesforce, using data and insights to personalize outreach and improve conversion rates.
• Maintain accurate and up-to-date Salesforce records to support reliable forecasting and pipeline visibility, and leverage Salesforce Analytics to share relevant data with customers where appropriate.
• Participate in sales campaigns and promotions, tailoring messaging for defined business segments.

Qualifications

• Bachelor’s degree (BS/BA) in business or related field preferred.
• Fluent English language skills are mandatory.
• 2+ years of customer-facing sales, inside sales, or account management experience in a B2B environment.
• Proficiency with CRM/Analytical Systems (e.g., Salesforce, PowerBI) and sales engagement tools (e.g., Sales Navigator).
• Willingness to travel occasionally within the EMEA region, including to a set of regional accounts where required by business needs.
• Strong communication skills (phone, email, virtual presentation) and ability to build rapport remotely.
• Self-motivated, hunter mentality, organized, and able to manage many small accounts concurrently.
• Analytical mindset: uses data to prioritize outreach, detect risk, and measure progress.