06.05.15
Description
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The Market Development Manager will work as a member of the Microfibers team to drive the identification and development of innovative new growth platform concepts.
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The role requires working effectively in a fast paced, ambiguous environment at the intersection of material/application technology and market opportunities.
Key Success Factors:
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Opportunity Identification
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Connect external trends to unmet or emerging needs in end use markets and articulate value of potential Eastman solutions.
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Build diverse external networks to enable discovery.
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Generate market insights by understanding the causes and effects of relationships and behaviors within an industry or market.
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Hypothesize potential Eastman technology solutions to create value in target markets.
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Opportunity Development
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Map value chains and identify key behavioral changes required through the value chain to adopt the new solution.
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Develop effective market and customer segmentation frameworks.
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Create path to market options for commercialization.
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Define the value proposition for potential Eastman solutions relative to the competitive alternative; quantify economic value of solution.
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Develop customer activation plans and options that speed market adoption.
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- Act as a platform liaison to specific businesses to ensure directional alignment, with clear demarcation of roles and responsibilities and project timelines/deliverables.
- Collaborate with business and technology colleagues in order to translate unmet market needs to potential technology concepts.
- Work closely with the project teams by 1) aligning market assessments to platform functionality/properties, and 2) provide directional guidance on underpinning activities based on market insights.
- Identify technical gaps, test ideas and prototypes with potential customers, and downstream engagement.
- Assess key success factors for project execution, identify capability gaps, and propose options to bridge them.
- Develop and maintain clear understanding of the market and regulatory trends, as well as key drivers and barriers affecting solutions in selected industries or markets.
- Identify key influencers, including trade associations and regulatory agencies, their impact on developing growth platform concepts, and strategy for engaging.
Qualifications
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A Bachelors Degree from an accredited college or university is required.
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MBA, and/or a degree in a technical field is preferred.
Preferred Skills/Experience:
- Knowledge of advanced materials and chemistries and experience of connecting market needs with technology solutions
- Success developing markets with experience weighted towards the front end of innovation or early stage product development
- Ability to clearly articulate buying behaviors throughout the value chain.
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Proven capabilities and skills:
- Preparing for discovery calls and interviewing direct and downstream customers
- Developing market opportunities from identification through to commercial launch
- Working knowledge of StageGate methodologies
- Managing StageGate projects
- Utilizing marketing tools including but not limited to customer segmentation, needs identification, development and communications of value propositions, and value pricing
- Desire to work closely with direct and downstream customers to develop market applications for new materials and well as to build customer relationships
- Ability to work as a collaborative member of a multi-functional team
- Prefer experience or the ability to build relationships in the nonwovens industry, specialty papers industry, or performance fabric industies
- Ability to work with ambiguity on a small fast-paced action-oriented team
- Ability to think intuitively to leading customer or industry engagements with insights
- Working knowledge of innovation best practices and tools
Required Travel:
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25% travel is required for this position.
M/F/Disability/Vet
Eastman Chemical Company is an E-Verify employer.