Specification Sales Representative

Eastman is a global advanced materials and specialty additives company that produces a broad range of products found in items people use every day. With a portfolio of specialty businesses, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. Its market-driven approaches take advantage of world-class technology platforms and leading positions in attractive end-markets such as transportation, building and construction and consumables. Eastman focuses on creating consistent, superior value for all stakeholders. As a globally diverse company, Eastman serves customers in more than 100 countries and had 2017 revenues of approximately $9.5 billion. The company is headquartered in Kingsport, Tennessee, USA and employs approximately 14,500 people around the world. For more information, visit www.eastman.com.

This position will be working from a home office Florida.

Incumbent will be responsible for delivering sales strategy and initiatives by understanding and alignment with project strategy. In addition, incumbent will execute strategy to achieve the project goals; thoroughly assess and communicate the progress of the sales execution effort in assigned territory; consistently assess and communicate the probability of meeting objectives of the project.¬  This role requires close collaboration with segment and project leadership, sales leadership, and functional partners to succeed.¬ 

Effective incumbents will have the ability to function within the automotive and sales ecosystem, manage and protect accounts, build and maintain key internal and customer relationships and have a commitment to leading with insight and building effective partnerships. Those who excel in this role will constantly strive toward continuing professional growth and will work to develop professional sales and leadership capability, business acumen and knowledge of self.¬ 



Key Responsibilities

Market Analysis and Measurement

  • Consistently provide frequent feedback of market insights, successes, barriers and¬ results of sales initiatives

  • Gather market intelligence and identify options for taking advantage of opportunities

  • Understand business context and stakeholder needs to support options and decisions

  • Ensure effectiveness of territory plan and provide clear indication of progress towards meeting goals/objectives.¬  Report at appropriate cycle and communicate results.¬ 

Establish and manage sales plan and objectives

  • Align sales objectives with business objectives and business strategy

  • Meet objectives via use of Territory Management Plans (TMP) containing field sales action plans.

  • ¬ Support the establishment of aggressive, yet realistic, sales objectives for the month and supporting action plan.

  • Achieve forecasted sales by following Plan-Do-Check-Act (PDCA) methodology. Monitor sales performance against monthly objective and proactively report forecast shortfall(s) with countermeasures to address.

  • Understand the business drivers of customers and translate into sound sales strategy

  • Attend monthly sales meetings

  • Support selling processes where needed

  • Establish strong practice of call preparation, completion of call reports and follow up externally and internally ¬ 


Skill Sets

  • Strong leadership qualities

  • Consultative selling

  • Business and financial acumen, a plus

  • Strong Collaboration, Communication, and Customer Discovery skills

  • Automotive dealership Industry knowledge, a plus

  • Demonstrated problem solving capability

  • Effective written and verbal communication and good presentation skills

  • Strong decision-making process and ability

  • Partner, gather insight and use effectively to work towards solutions ¬ 


  • 3 years of experience in sales

  • Bachelor's degree from an accredited college or university required (business or marketing degree preferred)

  • Understanding of customer and market dynamics

  • Willingness to travel up to 50%

  • Demonstrated leadership and ability to drive sales

  • Able to operate in a fast-paced and changing market environment

  • Strong customer relationship building skills

  • Ability to manage CRM tool (SFDC)

Eastman Chemical Company is an equal opportunity employer.¬ ¬ All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other characteristics protected 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.

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