Sales Manager, EMEA

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 and diverse company, Eastman employs approximately 14,000 people around the world and serves customers in more than 100 countries.

The Role

The Sales Manager EMEA is responsible for achieving the short-term and long-term sales objectives of the business through the sales team. This is accomplished by recruiting, hiring, coaching, training, and developing strong sales teams empowered to implement business strategies. The Sales Manager works within the sales organization and with the broader business team to remove barriers and better enable Eastman the sales team to win with customers. Approximately 50%+ travel is required for this role.

Responsibilities

• Translate business strategy into sales targets, priorities, and action plans to deliver results
• Set coaching as a top priority. Identify individual sales team member performance gaps and development needs. Provide skills coaching and development support to team members in groups and 1:1s
• Provide deal level coaching and direct support for critical opportunities
• Systematically and continually evaluate existing and potential talent and take appropriate action to ensure a highest level of performance in every sales territory.
• Participate in customer activities with sales reps to observe, evaluate, coach, and support
• Ensure that team members are prepared and empowered to conduct all aspects of the customer relationship effectively and that actions and objectives are completed
• Ensure that leading practices are being utilized by sellers on account management, opportunity management, territory management, prospecting, forecasting, development and communication of value proposition and Economic Value Estimations, and leading with insights
• Drive monthly forecasting routine and variance analysis to manage team performance towards quarterly targets
• Work internally to remove barriers so account and sale objectives can be met
• Analyze insights, results, and activities across the sales team to drive growth and optimize resource allocation. Leverage data and analytics tools.
• Actively encourage cross-selling and facilitate collaboration across businesses.
• Drive a culture of “Winning with Customers” inside the sales team
• Effectively leverage CRM for documentation, collaboration, and analysis
• Establish priorities for accounts within a territory
• Ensure team member opportunities, account plans, territory plans, and sales forecasts are up to date and accurate

Enabling Behaviors

• 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

Functional Skills and Capabilities

Leadership Competencies:

• Self Leadership:
  • Instills Trust
  • Resilient
• People Leadership:
  • Collaborates
  • Develops Talent
  • Values Differences
• Result Leadership:
  • Drives Results
  • Ensures Accountability
• Thought Leadership:
  • Manages Complexity
  • Customer Focus
  • Strategic Mindset
  • Global Perspective
  • Cultivates Innovation

Functional Competencies:

• Account Planning
• Account Penetration
• Customer Needs and Opportunity Assessment
• Opportunity Management
• Prospecting
• Targeting & Territory Management
• Call Planning
• Value Proposition Development and Reinforcement
• Negotiation
• Account Team Leadership
• Financial and Business Acumen
• Internal Communication and Teamwork
• Forecasting

Required Education and/or Experience

• Bachelor Degree from an accredited college or university is required (Science, Finance, or Engineering all preferred)
• Masters Degrees will be considered (MBA preferred)
• Able to train and coach others
• 10 years of commercial experience including as a People Leader and as Seller

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 diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.