Global Key Account Executive

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 Global Key Account Executive (GKAE) serves as Eastman Chemical Company’s sales leader to drive customer strategy and lead the cross-business global account team in generating growth and value creation for the customer and Eastman. The GKAE leads with strategic customers who are global in nature. Requires travel 50% or more of the time.

Responsibilities

• Effectively utilize consultative selling processes to increase share of wallet and generate mutual growth with new and existing products.
• Lead development and execution of the Account Strategy. Gain support for the Account Strategy aligned with each business strategy.
• Build and lead the cross-functional account team. Provide day-to-day support, direction, and coaching of account team members.
• Use Opportunity Management processes with the account team to effectively prioritize, track, and drive all sales opportunities related to the account.
• Ensure that the Interaction Plans for all account team members are maintained and executed in alignment with the Account Strategy.
• Engage with the customer at the executive level and throughout the organization to understand and influence the customer’s strategy and objectives; uncover and influence prioritization of needs; and ensure that Eastman’s proposals have support at the customer prior to price/service negotiations.
• Effectively leverage CRM for documentation, collaboration, and analysis.
• Leverage understanding of the customer, their strategy, and how they win to directly influence Eastman business strategies and offerings.
• Facilitate executive relationships between Eastman and the customer.
• Understand the customer’s key business drivers and impact on business results and use this information to develop mutually beneficial offerings.
• Develop a set of shared goals and objectives for growth with the customer.
• Utilize Eastman value propositions in offers to customers and translate them into specific traits (success enablers):
• Passion for Selling: understanding and shaping customer and market behavior, developing insights meaningful to customers’ success, leveraging data, and using a disciplined approach in key sales processes.
• Tenacious: pursues goals with energy, seldom gives up, always looks for possibilities, breaks down perceived barriers.
• Inquisitive: leverages the skills of questioning, resolves gaps in information, makes informed choices, and leverages experts.

Requirements

• Bachelor’s degree from an accredited college or university (required).
• MBA preferred.
• 10–15 years of commercial experience.
• Experience developing and executing large, multi-business Account Strategies with cross-functional teams.
• Business management / P&L experience, marketing, or product management.

Pay

The base salary range for this position is $184,000 to $253,000. Compensation is based on qualifications and experience.

Benefits

• Compensation & Incentives: Base pay plus performance-based incentive opportunities that let you share in our success.
• Health & Wellness: Comprehensive medical, prescription-drug, and dental coverage—paired with a Health Savings Account option to help you save tax-free dollars for care today or in the future. A robust menu of voluntary benefits—including vision, optional life, critical-illness protection, and more—so you can tailor coverage to fit your life. 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 to accelerate your long-term savings.
• Time Away: Eleven paid holidays, one personal day, paid time off, and paid vacation to recharge, celebrate, or handle life’s moments.
• Growth & Development: Access to mentorship, learning resources, and leadership programs that empower you to thrive in your current role and chart the next steps in your career.