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Product Manager

Company: Eastman
Location: Kingsport
Posted on: February 3, 2020

Job Description:

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 and diverse company, Eastman employs approximately 14,500 people around the world and serves customers in more than 100 countries. The company had 2018 revenues of approximately $10 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit

Role Description

Responsible to define strategic product direction for a specialty fluids business and drive operational results through deliberate management of the portfolio and product mix, which includes quality, regulatory, and supply chain cost activities. Ensures maximum return on assets and supports variable margin delivery as directed by Marketing Leadership. Executes pricing and contract strategy. Continuously monitors the behavior of the offer and influences business decisions using effective analytics, customer-centric recommendations, and product expertise.


  • Annual Earnings: optimization of assigned portfolio of products; maximizes variable margin by focusing on spread over raw material compression, changes in mix, payment terms, inventory levels, service levels, etc.
  • Innovation: Vitality Index, relative to building product strategy to support growth with multi-generational plans; supports innovation for prioritized and unprioritized products within business strategy
  • Productivity: manages productivity within product portfolio, including: Conversion Cost versus budget, Top Initiatives - Milestone or target; Return on Assets (ROA) continual improvement; Product and/or Stream Utilization
  • Capabilities/Talent Management: provides pricing management expertise to individuals and business teams (especially Pricing Analysts); navigates and owns personal career development; ensures collaborative cross-functional engagement to align and drive results


    • Executes pricing strategy aligned with Product and Market strategies to maximize short-term and long-term objectives; likely includes decision-making across market segments.
    • Manages profitability metrics, and identifies variable margin improvement opportunities at an order, customer, market segment, application, geography, and product level while ensuring quotes are provided quickly and consistently
    • Develop segmented price change strategies for pricing analyst implementation.
    • Responsible for the management of the product portfolio as assigned, which includes both strategic and operational oversight; including lifecycle, formula rationalization, and product obsolescence (discontinuation or inactivation).
    • Utilizes product portfolio lifecycle analysis approach and analyzes Win / Loss data to make insight-based product decisions for greater optimization.
    • Leads competitive intelligence efforts involving business, sales, strategy, pricing, manufacturing, and technology; includes gathering, constructing, synthesizing, and analyzing key competitors and products including assets, capacities, utilization, cost base and strategies. Recommend actions to defend and grow market volume and maximize margin.
    • Manages force majeure activities and allocation decisions.
    • Monitors and communicates changing competitive asset activities including supply and demand modeling, market share, trade flows, and conclusions.
    • Leads and collaborates with cross-functional groups to produce and procure the product, including manufacturing, quality, supply chain and technology on projects related to asset strategy development, inventory management, product specifications, complaints, and qualification strategies.
    • Serves as a member of the cross-functional team to identify, evaluate, and select co-producer opportunities; ensures handover to Supply Chain's Alternate Methods of Supply (AMS) group.
    • Facilitates commercialization for new products, end markets, applications, and different geographical locations to ensure successful launch or entry.
    • Manages asset allocation and product sampling throughout all stages of product lifecycle (e.g. stage-gate, supply chain).
    • Oversees enforcement of product quality, customer specification requirements, and regulatory commitments
    • Ensure S&OP plans are managed in alignment with product strategies. Initiate actions to address variances, maximize value.
    • Provides key inputs for monthly price forecasting, consensus planning, and gap analysis versus plan in the Integrated Business Planning process
    • Determines how to communicate critical inputs (e.g. quality specs, customer preferences) to manufacturing in order to meet market demand and support integrated Business Planning.
    • Defines how much and what type of business to contract, coordinates contract volume commitments based on product/asset utilization
    • Manages contract and incentive processes including developing and executing contract strategy, creating key principles document, and partnering with Business Leadership Team and Sales to implement
    • Supports Market Leader in responding to customer inquiries.
    • Serve on a Stage Gate Project and/or member of a segment team (as requested)

      Eastman Behaviors

      • Market Insight: Leverage market insights to guide decisions and determine what is right
      • Courage: Make courageous choices to innovate and accelerate value creation
      • Optimism: Optimistically focus on continual growth over a longer-term horizon
      • Bias for Action: Have a bias for action, prioritizing issues and making sound decisions, despite uncertainty or risk
      • Adaptability: Adaptable to market and customer opportunities quickly

        Functional Skills and Capabilities

        • Product Management - Strategy and Execution
        • Pricing Management - Strategy and Execution
        • Business/Financial Acumen
        • Data Manipulation and Analytics

          Required Education and/or Experience

          • Bachelor's Degree discipline required. MBA degree preferred
          • 5+ years prior experience in sales, marketing, product management and/or supply chain
          • Complex project leadership experience and capability
          • Demonstrated experience in product management and/or pricing
          • Strong business/financial acumen

            Required Certification, Licensing or Traits

            Role model Eastman values and principles

            Eastman Chemical Company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other characteristics protected by law.

            Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.

Keywords: Eastman, Kingsport , Product Manager, Executive , Kingsport, Tennessee

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