Account Manager - Aviation Distribution

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.

About the role

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 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 identify 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

Requirements

• Bachelor’s or Master's degree from an accredited college or university (Science, Engineering strongly preferred)
• Excellent communication skills and full professional proficiency in English
• 5-10 years of Sales experience
• Experience in developing and executing large account strategies and leveraging influence across the value chain
• Collaborative team player that can guide various stakeholders’ expectations to a positive outcome

Pay

The base salary range for this position is $100,000 to $137,500. Compensation is based on qualifications and experience. Candidates are encouraged to discuss their salary questions during the interview process.

Benefits

• Compensation & Incentives: Base pay plus performance-based incentive opportunities
• Health & Wellness: Comprehensive medical, prescription-drug, and dental coverage—paired with a Health Savings Account option. A robust menu of voluntary benefits—including vision, optional life, critical-illness protection, and more
• Holistic wellness support: financial-planning tools, family-building assistance (adoption, pregnancy, and fertility resources), parental leave, and confidential Employee Assistance Program counseling
• Retirement & Financial Strategies: 401(k) with a company match—plus an additional annual retirement contribution from Eastman
• Time Away: Eleven paid holidays, one personal day, paid time off, and paid vacation
• Growth & Development: Access to mentorship, learning resources, and leadership programs