Business Development 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. 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. For more information, visit  www.eastman.com .

Role Profile

We 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. Success in this role depends less on lab-centric technical depth and more on front-end commercial capability: proactive prospecting, rapid customer influence across functions, and repeated on-site engagement. This is a high-intensity, field-first role and requires a self-directed, competitive seller who thrives on frequent travel and fast ramp-up with limited formal training.

This full-time, remote position is home-office based, we are looking for candidates who are on the west coast - preferably California. Expect significant travel (typically 50–70%). Reporting to the North America Sales Manager, this role offers an exciting opportunity to develop new business for our circular offerings in downstream applications.

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.
  
  

Qualifications

• 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. (nice-to-have)
• Prior success in circular-economy or sustainability-driven product commercialization. (nice-to-have)
  
  

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 highly engaged workforce, where everyone can contribute to their fullest potential each day.