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The Position
The Outside Sales Representative in Performance Films is responsible for developing and executing the territory plan at the customer level, aligned with enabling customer success and executing the business strategy. The role requires prioritizing efforts across the territory, generating demand through discovery of unmet needs, progressing opportunities to win new business, protecting existing business, articulating customer value propositions, and developing account plans. Approximately 70%+ travel is required.
The Role
Typical tasks and responsibilities include:
* Planning, completing, and following up on sales calls as per the Territory Management Plan.
* Generating and developing sales leads within the territory to find new opportunities and achieve sales goals.
* Cultivating relationships within the customer organization, including procurement, operations, technology, senior leadership, and marketing.
* Using effective techniques to protect and close new business, ensuring sales meet targets.
* Using the Opportunity Management process to prioritize, track, and win sales opportunities.
* Creating and maintaining the Territory Management Plan for maximum business growth.
* Developing and documenting account plans for accounts within the territory.
* Utilizing consultative selling skills to communicate and capture value.
* Leveraging sales collaboration and analysis effectively.
* Developing market and customer insights to identify growth opportunities through analysis and collaboration.
* Forecasting based on customer and market insights, providing monthly volume guidance with a 2-year horizon.
* Negotiating pricing and commercial terms of sales agreements.
* Conducting data-based territory analysis to maximize performance.
The Person
The ideal candidate will:
* Be based in the UK, preferably within the South Territory.
* Have experience in Field Sales, preferably in the Films or Automotive industry.
* Have experience managing and developing a sales territory.
* Be familiar with CRM and other sales tools.
* Leverage market insights to guide decisions.
* Have a passion for selling and understanding customer and market behavior.
* Be tenacious, energetic, and persistent in pursuing goals.
* Be inquisitive, questioning, and capable of resolving information gaps.
What We Offer
We offer growth opportunities, competitive salary and benefits, and a dynamic, inclusive work environment. At Eastman, diversity and teamwork are valued, and we encourage innovation and employee involvement. We are committed to creating a diverse and inclusive workplace where everyone can contribute fully each day.
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