Translate business strategy into sales targets, priorities and action plans to deliver results
Set coaching as a top priority. Identify individual sales team member performance gaps and development needs. Provide skills coaching and development support to team members in groups and 1:1s
Provide deal level coaching and direct support for critical opportunities
Systematically and continually evaluate existing and potential talent and take appropriate action to ensure a highest level of performance in every sales territory.
Participate in customer activities with sales reps to observe, evaluate, coach and support
Ensure that team members are prepared and empowered to conduct all aspects of the customer relationship effectively and that actions and objectives are completed
Ensure that leading practices are being utilized by sellers on: Account Management, Opportunity Management, Territory Management, prospecting, forecasting, development and communication of value proposition and Economic Value Estimations, and leading with insights
Work internally to remove barriers so account and sale objectives can be met
Analyze insights, results and activities across the sales team to drive growth and optimize resource allocation. Leverage data and analytics tools.
Actively encourage cross-selling and facilitate collaboration across businesses.
Drive a culture of “Winning with Customers” inside the sales team
Effectively leverage CRM for documentation, collaboration, and analysis
Establish priorities for accounts within a territory
Ensure team members opportunities, account plans, territory plans, and sales forecasts are up to date and accurate
Skills and Capabilities
Customer Needs and Opportunity Assessment
Targeting & Territory Management
Value Proposition Development and Reinforcement
Account Team Leadership
Financial and Business Acumen
Internal Communication and Teamwork
Required Education and/or Experience
Bachelor Degree from an accredited college or university is required. (Science, Finance or Engineering all preferred)
Masters Degrees will be considered (MBA preferred)
5-10 years of Commercial experience including as a Seller
Telecommuting is allowed.
Internal Number: 35038
About Eastman Chemical Company
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 and diverse company, Eastman employs approximately 14,500 people around the world and serves customers in more than 100 countries. The company had 2019 revenues of approximately $9.3 billion and is headquartered in Kingsport, Tennessee, USA.