Segment Market Manager

The Role

The SMM (Platform Leader), EastaPure™, is responsible for strategy development and execution that lead to sustained profitable growth for Eastman.

The role specifically translates the business strategy into market segment plans that are implemented via a cross-functional team. The role drives execution of the plan for the business down to an operational level via the cross-functional team. The role has accountability for sales, variable and gross margin, and earnings growth for the assigned segments based on the strategic intent of those segments.

If you know the semiconductor materials space and you're passionate about driving a high growth innovations platform and owning results, this is a high-visibility role with real ownership.

This role has experienced strategic marketing (MDM) direct reports, and reports to the Marketing Director, Innovation Platforms, for Additives and Functional Products, one of Eastman’s four publicly reported business segments.

Responsibilities

Build a market fact base on semiconductor trends, technology node shifts, competitive moves, and regulatory trends — and use it to shape a clear multi-year strategy. Define and strategically sequence where we play and how we win, by technology, application, geography, offers, and customer segments.

• Responsible for driving the strategic market planning process for the business. 
• Develop, manage, and implement the market segment plans for the assigned segments within the business.
• Understand the end market needs and define the value propositions for offers within the segment.
• Collect and understand market data, insights and needs through direct interactions with customers, industry associations, market data sources (e.g., market publications, reports) and relevant conferences and trade shows. 
• Develops a clear picture of the competitive situation through market research. Identifies market gaps and opportunities for new offer development. 
• Monitor market data/trends to report on business conditions and end segment performance at a regular cadence. 
• Develop and prioritize strategic focus.
• Identifies and quantifies the most attractive and profitable market segment opportunities for the business. Builds relevant market segment plans, value propositions and offers to serve those segments. 
• Develops appropriate value propositions and offers using present and future product portfolios from the customer and market unmet needs. 
• Together with the cross-functional market segment team, identifies and prioritizes new projects for new product and application developments. 
• Responsible for the total portfolio of new projects aligned to the assigned segments, including the strategic quantification of the portfolio. 
• Deliver, capture, and maintain value. 
• Drives adoption in the market segment of Eastman offers through coordinated market segment campaigns with marketing communication managers. 
• Ensures the right growth or new product and application development projects are in the portfolio to remain competitive at a market segment level to capture and maintain segment value. Works closely with product management team to align on product portfolio strategy. 
• Establishes and manages the pricing and margin guidance for offers in each segment in collaboration with the strategic pricing manager. 
• Identifies the strategic necessity of channel distribution to effectively sell in the market segment. Partners with the sales function to identify the relevant channel partners and monitors channel performance. 
• Ensures that market segment offers satisfy customers needs and outcomes and measures the customer experience. Reviews and adjusts segment offers to ensure customer experience is maintained. 

Qualifications

• A bachelor's degree in a technical discipline (chemistry, chemical engineering, materials science, or similar) or equivalent; an MBA is strongly preferred.
• 12+ years of experience in commercial, strategic marketing, or relevant technical roles, with at least 5 years serving the semiconductor sector (and familiar with the semiconductor value chain) in a commercial or strategic marketing role; B2B chemical industry experience preferred.
• Experience leading and developing others, whether directly or indirectly. Additional experience with developing and/or evolving organizational design and capabilities to enable future growth preferred.
• Track record of innovation and/or business growth management in a matrix organization and ability to manage multiple stakeholders and navigate ambiguity.
• A strategic thinker who can implement tactically — strong leadership skills and ownership mindset with the ability to influence external and internal stakeholders and get things done through others.
• Strong strategy and financial acumen, including cost and profitability analysis; experience building business and investment cases.
• Experience with portfolio management and the stage-gate development process, value proposition development, and value pricing.
• Experience driving discovery programs, managing product launches and campaigns, and measuring segment-level performance.
• Strong communication and presentation skills, with comfort presenting to executive leadership and senior customer stakeholders.
• Willingness to travel 25-35%, domestically and internationally.
• Location:  Eastman offices in Kingsport, TN, or St. Louis, MO