Business Development Manager - Paper Coatings

Overview

Business Development Manager - Paper Coatings

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. The company's innovation-driven growth model takes advantage of world-class technology platforms, deep customer engagement, and differentiated application development to grow its leading positions in attractive end markets such as transportation, building and construction, and consumables.

As a globally inclusive company, Eastman employs approximately 14,000 people around the world and serves customers in more than 100 countries. The company had 2024 revenue of approximately $9.4 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit

Role Profile

The Business Development Manager is responsible for executing our business strategy at the downstream customer level, enabling customer success through identifying, developing, and securing new specifications for Eastman offerings in downstream applications. This position offers a unique opportunity to shape the way Eastman strategically develops its business in the sustainable paper packaging industry, placing you at the forefront of this innovative initiative.

Approximately 50%+ travel is required for this role.

This full-time, remote position is home-office based, ideally in the following locations:
East Coast or the Midwest. Reporting to the North America Sales Manager, this role offers an exciting opportunity to develop new business with our innovation-driven platform offerings in downstream applications.

• Business strategy execution
• Translate Eastman's paper coating product strategy into downstream account plans and new projects aligned to growth objectives.
• Generate target accounts/opportunities by mapping downstream process steps.
• Customer discovery & positioning
• Engage potential customers at different value chain functions to understand unmet needs, material development and replacement drivers
• Promote Eastman paper coating product portfolio with a clear technical and economic value proposition approach.
• Qualification & specification management
• Own and steward customer qualification programs: sample programs, pilot trials, metrology requirements and approval process.
• Coordinate internal R&D, analytical labs, quality, manufacturing, regulatory and supply chain to meet semiconductor-grade specifications

• Cross functional collaboration
• Collaborate with Account Managers, Technical Service, Marketing, Regulatory, and Supply Chain to ensure smooth contract execution, supply continuity and escalation handling post specification.
• Use Opportunity Management (Sales Force) to track milestones at different stages
• Market & competitive intelligence
• Maintain a deep understanding of market and industry trends, competitor offerings and customer specific qualification timelines.
• Translate market insight into product positioning, prioritization of specs, and win strategies.
• Relationship building & influence
• Build credibility with cross functional stakeholders beyond procurement
• Represent Eastman at technical workshops, conferences, and customer project reviews.

• Bachelor's degree in Chemical engineering, Chemistry, Materials Science, or related engineering field required. Master's or PhD preferred.
• 5-10+ years of advanced sales/business development in specialty chemicals, process chemicals, or paper packaging/coating materials with demonstrable experience with coaters, converters and brands.
• Extensive knowledge of markets and customers
• Strong technical/IP knowledge, market and customer strategy and planning experience
• Experience with CRM (Sales Force preferred), opportunity management and other sales systems and tools

The base salary range for this position is $96,000 to $140,000.

At Eastman, we are committed to transparency and integrity in our compensation practices. Eastman includes salary ranges in some job postings to provide clear compensation information and to be compliant with state laws that require disclosure. Not all postings display ranges due to factors like location, market conditions, or position specifics. Compensation is based on qualifications and experience. Candidates are encouraged to discuss their salary questions during the interview process.

Benefits

Your total rewards go far beyond a competitive salary. When you join Eastman, you gain access to an exceptional suite of programs designed to protect your health, grow your wealth, and fuel your career.

• 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…