Inside Sales Representative - Advanced Materials Interlayers EMEA Region

About Eastman

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.

The Role

As an Inside Sales Representative, you will manage, protect, and grow a portfolio of small and mid-sized Advanced Materials Interlayers (AMI) accounts. This non-travel role emphasizes consultative selling, disciplined Opportunity Management, generating insights, and accurate forecasting across longer sales cycles. The ideal candidate will be comfortable managing accounts up to $0.5M variable margin, driving renewals and project opportunities, and collaborating with technical and commercial teams to deliver a seamless customer experience.

Responsibilities

• Use Opportunity Management processes to capture, prioritize, and progress existing (retention/renewal) and new business opportunities.
• Own a defined book of AMI accounts and execute a monthly Territory & Account Plan aligned to revenue, retention, and pipeline goals.
• Produce and maintain ongoing sales demand forecasts and an accurate pipeline forecast for your portfolio; participate in regular forecast cadence reviews.
• Develop and maintain account protection plans (renewals, risk mitigation, competitive watch) and run periodic health checks to retain business.
• Capture and share Voice of Customer and competitive insights with Product, Marketing, and Commercial leadership; collaborate closely with Technical Service, Customer Service, and Field Sales on samples, quality/performance issues, demos, and escalations.
• Manage the full inside-sales cycle — discovery, consultative needs analysis, proposal development, quoting, negotiation (within delegated authority), and order conversion — for longer, multi-stakeholder sales.
• Proactively engage customers via phone, email, and digital channels (video calls, webinars) to surface technical/commercial needs, create cross-sell/up-sell and project opportunities, and qualify inbound leads. This role is required to conduct more than 200 customer meetings per year. Face-to-face visits might be required on a case-by-case basis.
• Maintain clean, up-to-date Salesforce including Opportunity Management records; use analytics to prioritize outreach, flag risks, and improve forecast accuracy.

Qualifications

• Bachelor’s degree (BS/BA) in business, engineering, or related field preferred.
• 3+ years B2B sales, inside sales, or account management experience managing mid-sized accounts and longer sales cycles (automotive, architecture, building materials, or technical products preferred).
• Demonstrated use of formal Opportunity Management and forecasting processes.
• Proficiency with CRM and analytics tools (Salesforce or equivalent) and sales engagement platforms.
• Strong consultative selling skills, technical curiosity, and ability to build relationships remotely.
• Excellent verbal and written English is required; proficiency in at least one of the following languages — German, Italian, or Spanish — is also required. French is a plus.

Preferred Qualifications

• Experience with AMI/films or advanced materials, or experience selling into automotive/architectural segments.
• Familiarity with quoting/price governance and negotiating within delegated authority.
• Track record of delivering forecast accuracy and opportunity conversion in multi-stakeholder deals.