Global Key Account Manager

Eastman • Kingsport, TN

5d • $164,000 - $225,500 • Hybrid

About The Position

The Global Key Account Manager (GKAM) serves as Eastman Chemical Company’s sales leader to drive customer strategy and lead the cross-business global account team in generating growth and value creation for the customer and Eastman. The GKAM leads the strategy and execution plan for a large strategic customer that has global and channel complexity. To effectively accomplish this, the GKAM must develop account strategies; translate strategies into tactical plans and prioritized opportunities; provide guidance and alignment to the team; and lead engagement with the customer. Requires travels 50% or more of the time.

Requirements

• Bachelor Degree from an accredited college or university, required
• 10 - 15 years of commercial experience
• Experience developing and executing large, multi-business Account Strategies with cross functional teams
• Business management / P&L experience, marketing, or product management

Nice To Haves

• MBA preferred

Responsibilities

• Effectively utilize consultative selling processes to increase share of wallet and generate mutual growth with new and existing products.
• Lead development and execution of the Account Strategy. Gains support for the Account Strategy aligned with each business strategy.
• Build and lead the cross functional account team. Provide day-to-day support, direction, and coaching of account team members.
• Use Opportunity Management processes with the account team to effectively prioritize, track and drive all sales opportunities related to the account.
• Ensure that the Interaction Plans for all account team members are maintained and executed in alignment with the Account Strategy.
• Engage with the customer at the executive level and throughout the organization to understand and influence the customer’s strategy and objectives; uncover and influence prioritization of needs; and ensure that Eastman’s proposals have support at the customer prior to price/service negotiations.
• Effectively leverage CRM for documentation, collaboration, and analysis
• Leverage understanding of the customer, their strategy, and how they win to directly influence Eastman business strategies and offerings.
• Facilitate executive relationships between Eastman and the customer.
• Understand the customer’s key business drivers and impact on business results and use this information to develop mutually beneficial offerings.
• Develop a set of shared goals and objectives for growth with the customer
• Utilize Eastman value propositions in offers to customers and translate them into specific financial benefits.

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