Global Key Account Manager

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. 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 13,000 people around the world and serves customers in more than 100 countries. The company had 2025 revenue of approximately $8.8 billion and is headquartered in Kingsport, Tennessee, USA.

Role Profile

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. To effectively accomplish this, the GKAE must develop account strategies; translate strategies into tactical plans and prioritized opportunities; provide guidance and alignment to the team; and lead engagement with the customer. Requires travels 50% or more of the time. This is a remote U.S. Based role.

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.
• Gains 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 financial benefits.

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, resolve gaps in information, makes informed choices, and leverages experts

Qualifications

• Bachelor 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

The base salary range for this position is $184,000 to $253,000. 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 coveragepaired 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 benefitsincluding vision, optional life, critical-illness protection, and moreso 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 matchplus 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.

At Eastman, we invest in the whole youso you can bring your best self to work every day and build a future you're proud of. Eastman Chemical Company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, pregnancy, veteran status or any other protected classes as designated by law. Eastman is committed to creating a powerfully engaged workplace, where everyone can contribute to their fullest potential each day.