Sales Director

Eastman Chemical • Kingsport, TN

45d

About The Position

Founded in 1920, 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. As a globally inclusive company, Eastman employs approximately 14,000 people around the world and serves customers in more than 100 countries. The company had 2024 revenue of approximately $9.4 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.

Position Description The Specialty Fluids and Energy Sales Director is responsible for achieving the short-term and long-term financial objectives of the three businesses through translation of the business strategies into an effectively executed sales strategy. This is accomplished by developing a strong sales and sales leadership team empowered to implement business strategies while fostering deep functional collaborations.
Works within the sales organization and with other functional heads to deliver our regional and global strategies and create value for both Eastman and our customers. Serves as a key member on the global business leadership team responsible for setting strategic direction and managing key result areas with the appropriate functional partners. Is a gatekeeper in Stage-Gate provided the gatekeeping team aligns with the scope of the role.

Requirements

• Bachelor's Degree in engineering discipline preferred.
• 15+ years' prior commercial experience, including as a sales leader
• Strong business/financial acumen
• Demonstrated expertise in sales
• Expertise in sales methodologies, tools, CRM, and related analytics
• Direct experience in coaching and development, including training others and training trainers
• Experience in developing and executing go-to-market / sales strategies

Nice To Haves

• MBA degree preferred.

Responsibilities

• Translate overall business strategy into sales strategy, then to an aligned sales strategy encompassing structure, people/skills, process, and motivation.
• Ensure that the sales team supports the business growth efforts through a proper balance of effort between new business development, protection of existing business, and margin management.
• Drive a culture of Winning with Customers and urgency both inside the sales team and within the business overall.
• Set coaching as a priority. Personally coach and develop Sales Managers in their coaching & development of the sales teams.
• Through synthesis of sales results and customer insight, provide recommendations to the business on adjustments in strategy, programs, and investment in appropriate value drivers.
• Personally invest in and reinforce a process and data-based approach to prioritization and choice-making within Sales.
• Lead implementation of leading practices by sellers on (and sales managers in coaching of): Account Management, Opportunity Management, Territory Management, prospecting, forecasting, development and communication of value proposition and Economic Value Estimations and leading with insights.
• Develop and deliver the unconstrained 24 month rolling demand forecast for the business to the Global Supply Chain organization, including upside/downside scenarios, through effective leadership of the Integrated Business Planning Demand Review.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees