Note: The job is a remote job and is open to candidates in USA. Eastman is a global specialty materials company that produces a broad range of products. They are seeking a highly commercial, customer-facing Business Development Manager to drive specification wins and commercial adoption of Eastman’s circular-economy offerings in downstream applications, requiring proactive prospecting and customer engagement.
Responsibilities
- Generate and qualify target opportunities aligned with business strategy; build and execute account penetration plans
- Own front-end customer engagement: discover unmet needs, map buying processes, and influence specification decisions across procurement, R&D, operations, and senior leadership
- Drive specification wins from initial contact to hand-off: lead customer evaluation processes, steward pilots/trials, present compelling commercial and technical value, and secure adoption/specification
- Maintain a high cadence of in-person customer engagement
- Use public and commercial intelligence to refine market approach and prioritize accounts
- Collaborate with Account Managers and internal technical resources to ensure smooth transition and scalable delivery once opportunities move to sales
- Maintain CRM and opportunity management discipline to prioritize limited capacity and accelerate funnel movement
Skills
- Bachelor's degree; Master's or PhD preferred but not required if commercial track record is strong
- 5–10+ years of B2B/industrial/business development or strategic account sales with a demonstrated record of winning specifications or converting trials into production business
- Proven front-end commercial skills: prospecting, stakeholder mapping, influencing non-procurement stakeholders, negotiating specification outcomes
- Exceptional verbal communication and presentation skills; comfortable presenting to C-suite, operations, and technical audiences
- Proven track record of thriving in high-travel, customer-facing roles (50%+ travel) and managing heavy face-to-face cadence without burnout
- Self-starter with high drive, energy, competitive mindset, and ability to prioritize in a lean operating model
- Experience with CRM and opportunity management tools
- Experience navigating long, matrixed downstream buying processes in packaging, coatings, adhesives, or specialty polymers
- Prior success in circular-economy or sustainability-driven product commercialization
Company Overview
Founded in 1920, Eastman is a global specialty materials company that produces a broad range of products found in items people use every day. It was founded in 1920, and is headquartered in Kingsport, Tennessee, USA, with a workforce of 10001+ employees. Its website is https://www.eastman.com/Markets/Adhesives/Pages/Introduction.aspx.