Business Development Manager

Eastman • Kingsport, TN

6d • Remote

About The Position

We are seeking a highly commercial, customer-facing Business Development Manager to drive specification wins and commercial adoption of Eastman’s compostable offerings in downstream applications. Success in this role depends less on lab-centric technical depth and more on front-end commercial capability: proactive prospecting, rapid customer influence across functions, and repeated on-site engagement. This is a high-intensity, field-first role and requires a self-directed, competitive seller who thrives on frequent travel and fast ramp-up with limited formal training. This full-time, remote position is home-office based, ideally in the Central to East Coast area. Expect significant travel (typically 50–70%). Reporting to the Commercial Director, this role offers an exciting opportunity to develop new business for our Aventa compostable offerings in downstream applications.

Requirements

• Bachelor’s degree; Master’s or PhD preferred but not required if commercial track record is strong.
• 5–10+ years of B2B/industrial/business development or strategic account sales with a demonstrated record of winning specifications or converting trials into production business.
• Proven front-end commercial skills: prospecting, stakeholder mapping, influencing non-procurement stakeholders, negotiating specification outcomes.
• Exceptional verbal communication and presentation skills; comfortable presenting to C-suite, operations, and technical audiences.
• Proven track record of thriving in high-travel, customer-facing roles (50%+ travel) and managing heavy face-to-face cadence without burnout.
• Self-starter with high drive, energy, competitive mindset, and ability to prioritize in a lean operating model.
• Experience with CRM and opportunity management tools.
• Experience navigating long, matrixed downstream buying processes

Nice To Haves

• Prior success in sustainability-driven product commercialization.

Responsibilities

• Generate and qualify target opportunities aligned with business strategy; build and execute account penetration plans.
• Own front-end customer engagement: discover unmet needs, map buying processes, and influence specification decisions across procurement, R&D, operations, and senior leadership.
• Drive specification wins from initial contact to hand-off: lead customer evaluation processes, steward pilots/trials, present compelling commercial and technical value, and secure adoption/specification.
• Maintain a high cadence of in-person customer engagement
• Use public and commercial intelligence to refine market approach and prioritize accounts.
• Collaborate with Account Managers and internal technical resources to ensure smooth transition and scalable delivery once opportunities move to sales.
• Maintain CRM and opportunity management discipline to prioritize limited capacity and accelerate funnel movement.

Benefits

• Base pay plus performance-based incentive opportunities that let you share in our success.
• Comprehensive medical, prescription-drug, and dental coverage—paired with a Health Savings Account option to help you save tax-free dollars for care today or in the future.
• A robust menu of voluntary benefits—including vision, optional life, critical-illness protection, and more—so you can tailor coverage to fit your life.
• Holistic wellness support: financial-planning tools, family-building assistance (adoption, pregnancy, and fertility resources), parental leave, and confidential Employee Assistance Program counseling.
• 401(k) with a company match—plus an additional annual retirement contribution from Eastman to accelerate your long-term savings.
• Eleven paid holidays, one personal day, paid time off, and paid vacation to recharge, celebrate, or handle life’s moments.
• Access to mentorship, learning resources, and leadership programs that empower you to thrive in your current role and chart the next steps in your career.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior