Account Manager - Aviation Distribution

Role Profile

The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume, revenue, and value-add growth for Eastman. To effectively accomplish this, the Account Manager must prioritize efforts across their territory, generate demand through discovery to uncover unmet needs, articulate compelling customer value propositions and develop account strategies which align with our business strategies. Approximately 50% travel is required for this role.

This is a U.S. based role.

Responsibilities

• Create, develop, and execute Territory Management Plan and account plans to ensure maximum business growth from the sales territory based on detailed analyses


• Generate and develop sales leads within the sales territory to close new opportunities and achieve sales goals


• Cultivate a network of relationships across the value chain and within the customer organization beyond procurement to develop new business; utilize consultative selling skills


• Use effective techniques to protect and close new business, ensuring sales order values meet sales targets


• Use Salesforce.com Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy


• Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement


• Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners


• Effectively leverage Salesforce.com CRM for documentation, collaboration, and analysis


• Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance


• Negotiate pricing and commercial terms of sales agreements (where applicable)


• Tailor Value Propositions to ensure customer benefits are communicated and understood


• Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and uses this to expand sales within the territory

Qualifications

• You have obtained a Bachelor’s or Master's degree from an accredited college or university (Science, Engineering strongly preferred), 


• You possess excellent communication skills and have full professional proficiency in German and English.


• 5-10 years of Sales experience is an important assets for this role


• You are experienced in developing and executing large account strategies and leverage influence across the value chain


• You are a collaborative team player that can guide various stakeholders’ expectations to a positive outcome