Commercial Manager

About Eastman 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 company had 2023 revenue of approximately $9.2 billion and is headquartered in Kingsport, Tennessee, USA.

The Position

The Commercial Manager, Performance Films - EMEA is responsible for leading a regional team focused on delivering regional P&L at the volume and variable margin level through execution ownership of business segment strategies at the customer/market interface. The Commercial Manager is responsible for owning the interface with the customer/market, through their team, to develop meaningful relationships to drive new innovation-based growth and to maintain/protect existing business. Also, the Commercial Manager is the senior leader in the region that leads the broader cross-functional team and is accountable for the development of the Performance Films strategy as well as the related implementation. The position will be based in the region and in proximity of our regional offices and close to an international airport.

Accountabilities

• Annual Earnings: Revenue (volume), market share, variable margin delivery, and based on specific areas of commercial responsibility
• Innovation/Growth: Builds growth portfolio strategy and provides oversight to ensure portfolio will deliver on targets; develops initiatives for geographic expansions and inorganic projects. For sales-related responsibilities, assessed against the aggregate results of each Sales Manager;
• Stage Gate: Growth project portfolio – Gate 3 and 5 passed year 2 revenue and value add (future); new business from launches, launch effectiveness (year 2 revenue actual vs. G5 forecast)
• Capabilities/Talent Management: Attracts, develops, and retains a high-performing team and continually strengthens capabilities in the organization
• Activities: Commercial Strategy, Initiatives launched (projects, strategy development, etc.), Gatekeeping, funnel build for portfolio (funnel hygiene and optimization), formal assessments and development of skills, capabilities and development of our team members.

Responsibilities

• Defines the commercial strategy and tactics required to grow profitably
• Identifies and prioritizes opportunities for growth and ensures global resources are aligned
• Participates on portfolio management team to set growth portfolio strategy and provide guidance to gatekeepers for Stage-Gate regarding portfolio expectations:
  • As a gatekeeper, ensures the best projects are in the portfolio (aligned with strategy) and that projects are resourced for success
  • Facilitates the launch and commercialization efforts for new offerings in partnership with technology
  • Achieves the short-term and long-term financial objectives of the business through translation of business strategy into an effectively executed go-to-market strategy – including sales strategy
• Sets coaching as a priority. Personally, coaches and develops team members in their reporting line
• Drives a culture of Winning with Customers within the business overall
• Ensures integration of business, product, and customer strategies to ensure consistency, alignment, and actionability through the effective management of teams and collaboration with global leaders within the business unit
• Develop and deliver the unconstrained demand forecast for the region to the Supply Chain organization, including upside/downside scenarios, through effective leadership of the Integrated Business Planning Step 2 Supply Review.
• Lead execution of the consensus demand plan and develop gap closing actions for deviations between the consensus demand plan and regional targets.

Eastman Leadership Behaviors

Demonstrates Strategic Insights and Execution (Thought Leadership)

• Leverage market insights to guide strategies and make superior choices
• Demonstrate adaptability in shaping opportunities and executing strategy and gap closing opportunities
• Make courageous decisions short and long term - to innovate and accelerate value creation

Exhibits Courageous leadership to drive results (Results Leadership)

• Lead with a bias for action in prioritizing issues and making decisions despite uncertainty or risk
• Demonstrate adaptability in deploying resources to build competitive advantage and deliver results
• Optimistically lead teams to pursue superior outcomes for our stakeholders

Builds and Inspires High Performing Teams (People Leadership)

• Actively coach & inspire teams through courageous conversations to accelerate performance
• Demonstrate adaptability in the creation of a collaborative and inclusive work environment
• Lead people through change with a bias for action, and aggressively work to close gaps versus target outcomes

Qualifications

• Bachelor’s degree or master’s degree from an accredited college or university in a business associated field required.
• Minimum 5 years’ experience in leadership
• Minimum 5 years’ experience in sales, commercial or business roles working with regional teams in Direct and Distribution market strategies
• Up to 50% (regional and international) travel required
• People leader with excellent communication development skills

Commitment to Diversity

Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.