Business Development Manager - Paper Extrusion Coating, QSR Foodservice

Eastman • Kingsport, TN

7d • $132,000 - $181,500

About The Position

Eastman is seeking a commercially driven Business Development Manager to lead growth initiatives for its paper extrusion-coating business in the foodservice segment, with a strong focus on quick-service restaurant (QSR) customers. The role identifies and develops business opportunities, builds relationships across customer and converter organizations, and connects Eastman’s capabilities with customer needs. Working across commercial and technical teams, the manager advances opportunities from initial engagement through evaluation and commercialization.

The position involves engaging QSR customers, converters, and other foodservice industry partners; developing market and competitive insight; presenting customer-focused value propositions; and managing complex opportunities across multiple stakeholders. It also maintains a pipeline using Salesforce and Eastman’s Opportunity Management processes. Travel of approximately 60% or more is required for customer and partner meetings, trade shows, training, and global events. Applicants must not require visa sponsorship.

Requirements

• Bachelor’s degree from an accredited institution.
• 5–10 years of progressive sales or business development experience in foodservice, QSR, paper extrusion coating, or a related industry.
• Strong commercial judgment and demonstrated ability in customer strategy, market and competitive analysis, and sales planning.
• Proficiency with Salesforce (SFDC) or other CRM and sales tools.
• Exceptional communication, negotiation, and relationship-building skills, including the ability to engage commercial and technical stakeholders.
• Experience collaborating with cross-functional teams to develop customer-focused solutions.
• Willingness and ability to travel extensively, approximately 60% or more.
• Must not require visa sponsorship for employment.

Nice To Haves

• Master’s or PhD, ideally in business, chemical engineering, materials science, or a related field.
• Experience engaging QSR customers or developing business with converters and other industry partners serving QSR accounts.
• Experience managing customer relationships and complex commercial opportunities involving multiple stakeholders.

Responsibilities

• Identify, qualify, and develop business opportunities aligned with Eastman’s paper extrusion-coating strategy for foodservice, prioritizing target QSR customers.
• Engage QSR customers, converters, and other foodservice industry partners to understand unmet needs, buying processes, decision criteria, and business challenges.
• Use market intelligence and competitive analysis to identify QSR foodservice trends, customer opportunities, and ways to strengthen Eastman’s position.
• Build relationships with decision-makers across QSR customer and converter organizations, including R&D, marketing, brand management, sustainability, procurement, and senior leadership.
• Develop and present value propositions connecting Eastman’s paper extrusion-coating capabilities to customer needs and business objectives.
• Lead customer engagement from initial outreach and opportunity development through technical evaluation, decision-making, and commercialization.
• Collaborate with the Market Segment Team, Technical and Application Development Managers, and other internal stakeholders to address customer needs and advance opportunities.
• Use Salesforce and Eastman’s Opportunity Management processes to track, prioritize, and develop the opportunity pipeline, including engagement plans and next steps.
• Build and maintain a network across the QSR foodservice value chain to identify needs, establish relationships, and develop business channels.
• Travel approximately 60% or more for QSR customer and partner meetings, trade shows, training, and global events.

Benefits

• Base pay plus performance-based incentive opportunities.
• Comprehensive medical, prescription-drug, and dental coverage.
• Health Savings Account option.
• Voluntary benefits including vision, optional life, and critical-illness protection.
• Financial-planning tools, family-building assistance including adoption, pregnancy, and fertility resources, parental leave, and confidential Employee Assistance Program counseling.
• 401(k) with company match and an additional annual retirement contribution.
• Eleven paid holidays, one personal day, paid time off, and paid vacation.
• Access to mentorship, learning resources, and leadership programs.

What This Job Offers

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