Plan, complete, document (with follow up) sales calls as per the territory management plan
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 (e.
g., Operations, Technology, Senior Leadership, Marketing, etc.) to develop new business
Use effective techniques to protect and close new business ensuring sales order values meet sales budget targets
Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
Create and develop Territory Management Plan to ensure maximum business growth from the sales territory
Proactively develop and document appropriate level of account plans for accounts within territory
Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
Utilize consultative selling skills to effectively communicate and capture value
Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
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)
Conduct data-based territory analysis and prioritize efforts to maximize territory performance
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
Variable Margin Growth (Total vs target and YOY Growth)
New Business Won Revenue
Protect Business Won Revenue
New Business Win Rate % of Total Expected Wins
Protect Business Win Rate % of Total Expected Wins
Sales Calls Per Month vs target (TMP) with completed pre-call plans
of customer face time outside of procurement
Background & qualifications :
Bachelor Degree from an accredited college or university is required (Chemistry, Science, Business Administration or Engineering all preferred)
Masters Degrees will be considered (MBA preferred)
5 years of Sales experience
Experience in Plastic industry
Experience with developing and executing account strategies and managing local distribution partners
Language : needed : Turkish and English
What we offer
It’s about growth and your long-term success. At Eastman, your career path can take many routes each offering growth opportunities, competitive salary and benefits, and a globally growing work environment.
Eastman fosters a culture of diversity steeped in teamwork and employee involvement, a place where dedicated individuals turn great ideas into materials that make a difference in everyday life.
We support and encourage one another and believe that leveraging diversity in our thoughts and experiences allows us to excel in business.
The company provides competitive compensation and benefits designed to attract, retain, reward, and engage world-class employees.
Eastman puts your safety and wellness first at work and at home. To be sure, this commitment to safety is vital to the company’s ability to deliver high-
quality products because it promotes operational excellence. But we also emphasize safety and wellness outside of work because it promotes an enhanced quality of life for our employees and communities.
Eastman is dedicated to supporting individual growth, offering a variety of career and personal development opportunities with a strong emphasis on coaching and mentoring employees throughout their careers.