Business Development Manager, EMEA

Business Development 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 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.

Role Description

The Business Development Manager at Eastman plays a crucial role in executing our business strategy at the downstream customer level, driving customer success by identifying, developing, and securing new specifications for Eastman's offerings in downstream applications. You will work closely with Account Managers to ensure a seamless transition and ongoing success as sales opportunities are finalized. This position offers a unique opportunity to influence how Eastman strategically advances its business in the Circular Economy, placing you at the forefront of this innovative initiative.

This position will be based in Rotterdam, The Netherlands and requires approximately 60% travel, mostly across Europe. Remote option is available for candidates located in Germany and Belgium.

Responsibilities

• Generates targets aligned with the business strategy to deliver future growth
• Effectively engages potential customers to learn more about their unmet needs and buying process; challenge customers to provoke consideration of new ways of winning in their markets
• Utilizes public and business sources for competitive and customer information that allows a deep understanding of the market. Uses this information to expand sales
• Seeks to truly understand potential customer’s business before engaging that customer
• Presents information that enables the prospective customer to clearly understand the value proposition of potential solutions and how these solutions can help them win
• Stewards the customer’s development, evaluation and decision-making for the new solutions
• Identifies opportunities and acts to strengthen Eastman’s position in the eyes of the customer
• Develops strong trust and credibility with all key players impacting the customer’s buying process
• Collaborates with Account Managers to close sales
• Uses Opportunity Management processes to effectively prioritize, track and drive sales opportunities
• Collaborates with internal resources to ensure Opportunities are provided with the required resources to ensure timely funnel movement
• Cultivates a broad network of relationships across the value chain and within the customer organizations beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to enable successful development of new business.

Qualifications

• Bachelors, from an accredited college or university is required. Masters or MBA preferred
• Advanced sales skills (5-10 years of commercial and business development experience)
• Extensive knowledge of markets, value chains and customers
• Strong technical/IP knowledge, market and customer strategy and planning experience
• Experience with CRM and other sales systems and tools

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

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