Pricing Manager

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

Develops product strategy and drives operational results through management of the product portfolio by ensuring maximum return on assets and variable margin realization. Identifies the highest margin growth segments and defines, develops, and delivers market segment strategies and tactics that produce profitable growth. Operational oversight includes pricing, quality, regulatory, contracts, manufacturing, and supply chain cost improvement activities. Accountable for the activities within assigned products to deliver results within established strategies, including offer development, execution, management, and adjustments as needed.

Working with the appropriate cross-functional team, the Segment Market Manager is responsible for developing a compelling value proposition and offer for each market segment, as well as designing a marketing and sales effort to maximize the market segment’s volume, revenue, and variable margin contribution. Leads the cross-functional team responsible for executing the offer(s), tracking how well actual results, service levels, and prices match the segment plan, and suggesting adjustments to close any gaps.

We are looking for candidates who are currently located in, or willing to relocate to, the Kingsport, TN area.

Responsibilities

• Leader of the product (or product portfolio) and segment strategy development, communication, and management in the context of a cross-functional business team
• Develop market segment strategies and annual market plans (including strategic pricing and positioning within segments) that maximize margin growth
• Identify market segments with the highest margin growth potential and create/revise Addressable Market Maps
• Oversee the development and maintenance of the fact base for the assigned segments
• Develop compelling offers (including strategic pricing) and value propositions for assigned market segments
• Lead competitive intelligence efforts involving business, sales, strategy, pricing, manufacturing, and technology; includes spanning markets, gathering, constructing, synthesizing, and analyzing key competitors and products including assets, capacities, utilization, cost base, and strategies
• Develop and maintain asset strategy, long-term supply-demand outlook, and manage asset allocation to deliver business results
• Champion/support continuous improvement and capital projects needed to increase capacity, increase yields, improve variable and fixed costs, and/or otherwise improve the capability and profitability of assets
• Drive efforts to increase customer loyalty by assuring product quality, regulatory, service, and customer specification requirements
• Ensure IBP plans are executed in alignment with market, segment, and product plans
• Lead/coach a team of direct reports (e.g., Pricing Managers and/or Analysts) and/or cross-functional team

Requirements

• Bachelor’s Degree in technical or marketing discipline required
• MBA degree with an emphasis in marketing is preferred
• 6-10 years prior experience in sales, technical service, marketing, product management, and supply chain
• Rotated through at least 1 of the following (at EMN or a prior company):
  • Pricing Manager
  • Commercial Leadership Development Program (MBA and 5 years prior work experience required)
  • Segment Market Manager
  • Product Manager

Skills

• Strong analytical skills and excellent numerical abilities
• Strategic thinking and ability to translate effectively to execution planning
• Manage execution of strategy through and with others
• Strong financial focus and acumen to drive profitable choices
• Demonstrated experience solving complex business problems
• Strong system and data analytics tools and acumen to make informed decisions
• Ability to lead multidisciplinary and international teams
• Good communication skills
• Commercial mindset (customer-centric)