Account Manager Turkey & MEAST, Specialty Plastics
Eastman Chemical Company
Istanbul, Turkey
son 5 gün


  • 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
  • Measure :

  • 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.
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