Business Development Manager - Paper Extrusion Coating, QSR Foodservice at Eastman

Job description

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 motivated Business Development Manager to lead growth initiatives for Eastman’s paper extrusion-coating business in the foodservice segment, with a strong focus on quick-service restaurant (QSR) customers. This role requires a strategic, commercially driven professional with experience engaging QSR customers and the industry partners that serve them. The successful candidate will identify and develop business opportunities, build relationships across customer and converter organizations, and connect Eastman’s capabilities with customer needs. Working across commercial and technical teams, this person will advance opportunities from initial engagement through evaluation and commercialization. Responsibilities • Identify, qualify and develop business opportunities aligned with Eastman’s paper extrusion-coating strategy for foodservice, prioritizing opportunities tied to target QSR customers. • Proactively engage QSR customers, converters and other foodservice industry partners to understand their unmet needs, buying processes, decision criteria and business challenges. • Use market intelligence and competitive analysis to identify QSR foodservice trends, customer opportunities and ways to strengthen Eastman’s position in the segment. • Build relationships and engage decision-makers across QSR customer and converter organizations, including R&D, marketing, brand management, sustainability, procurement and senior leadership. • Develop and present compelling value propositions that connect Eastman’s paper extrusion-coating capabilities to the needs and business objectives of QSR customers and their foodservice partners. • Lead customer engagement from initial outreach and opportunity development through technical evaluation, decision-making and commercialization, maintaining alignment and timely progress. • Collaborate with the Market Segment Team, Technical and Application Development Managers, and other internal stakeholders to address QSR customer needs and advance commercial opportunities. • Use Salesforce and Eastman’s Opportunity Management processes to track, prioritize and develop the opportunity pipeline, including engagement plans and next steps for QSR-related opportunities. • Build and maintain a broad network across the QSR foodservice value chain to identify customer needs, establish new relationships and develop business channels. Qualifications • Bachelor’s degree from an accredited institution required; a Master’s or PhD is preferred, ideally in business, chemical engineering, materials science or a related field. • 5–10 years of progressive sales or business development experience in foodservice, QSR, paper extrusion coating or a related industry. • Demonstrated experience engaging QSR customers or developing business with converters and other industry partners that serve QSR accounts is strongly preferred. • Experience managing customer relationships and complex commercial opportunities involving multiple stakeholders is preferred. • Strong commercial judgment and demonstrated ability in customer strategy, market and competitive analysis, and sales planning. • Proficiency with Salesforce (SFDC) or other CRM and sales tools. • Exceptional communication, negotiation and relationship-building skills, including the ability to engage effectively with both commercial and technical stakeholders. • Experience collaborating with cross-functional teams to develop customer-focused solutions. • Willingness and ability to travel extensively, approximately 60% or more, for QSR customer and partner meetings, trade shows, training and global events. • Note: Eastman will not accept applicants for this offered position who require visa sponsorship, including those whose status is F-1 visa OPT who subsequently would require ongoing visa sponsorship. The base salary range for this position is $132,000 to $181,500. At Eastman, we are committed to transparency and integrity in our compensation practices. Eastman includes salary ranges in some job postings to provide clear compensation information and to be compliant with state laws that require disclosure. Not all postings display ranges due to factors like location, market conditions, or position specifics. Compensation is based on qualifications and experience. Candidates are encouraged to discuss their salary questions during the interview process. Benefits Your total rewards go far beyond a competitive salary. When you join Eastman, you gain access to an exceptional suite of programs designed to protect your health, grow your wealth, and fuel your career. Compensation & Incentives • Base pay plus performance-based incentive opportunities that let you share in our success. Health & Wellness • Comprehensive medical, prescription-drug, and dental coverage—paired with a Health Savings Account option to help you save tax-free dollars for care today or in the future. • A robust menu of voluntary benefits—including vision, optional life, critical-illness protection, and more—so you can tailor coverage to fit your life. • Holistic wellness support: financial-planning tools, family-building assistance (adoption, pregnancy, and fertility resources), parental leave, and confidential Employee Assistance Program counseling. Retirement & Financial Strategies • 401(k) with a company match—plus an additional annual retirement contribution from Eastman to accelerate your long-term savings. Time Away • Eleven paid holidays, one personal day, paid time off, and paid vacation to recharge, celebrate, or handle life’s moments. Growth & Development • Access to mentorship, learning resources, and leadership programs that empower you to thrive in your current role and chart the next steps in your career. At Eastman, we invest in the whole you—so you can bring your best self to work every day and build a future you’re proud of. 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 powerfully engaged workplace, where everyone can contribute to their fullest potential each day.

Requirements

Must-haves

Role Profile
Identify, qualify and develop business opportunities aligned with Eastman’s paper extrusion-coating strategy for foodservice, prioritizing opportunities tied to target QSR customers.
Proactively engage QSR customers, converters and other foodservice industry partners to understand their unmet needs, buying processes, decision criteria and business challenges.
Use market intelligence and competitive analysis to identify QSR foodservice trends, customer opportunities and ways to strengthen Eastman’s position in the segment.
Build relationships and engage decision-makers across QSR customer and converter organizations, including R&D, marketing, brand management, sustainability, procurement and senior leadership.
Develop and present compelling value propositions that connect Eastman’s paper extrusion-coating capabilities to the needs and business objectives of QSR customers and their foodservice partners.
Lead customer engagement from initial outreach and opportunity development through technical evaluation, decision-making and commercialization, maintaining alignment and timely progress.
Collaborate with the Market Segment Team, Technical and Application Development Managers, and other internal stakeholders to address QSR customer needs and advance commercial opportunities.
Use Salesforce and Eastman’s Opportunity Management processes to track, prioritize and develop the opportunity pipeline, including engagement plans and next steps for QSR-related opportunities.
Build and maintain a broad network across the QSR foodservice value chain to identify customer needs, establish new relationships and develop business channels.
5–10 years of progressive sales or business development experience in foodservice, QSR, paper extrusion coating or a related industry.
Strong commercial judgment and demonstrated ability in customer strategy, market and competitive analysis, and sales planning.
Proficiency with Salesforce (SFDC) or other CRM and sales tools.
Exceptional communication, negotiation and relationship-building skills, including the ability to engage effectively with both commercial and technical stakeholders.
Experience collaborating with cross-functional teams to develop customer-focused solutions.
Willingness and ability to travel extensively, approximately 60% or more, for QSR customer and partner meetings, trade shows, training and global events.
Note: Eastman will not accept applicants for this offered position who require visa sponsorship, including those whose status is F-1 visa OPT who subsequently would require ongoing visa sponsorship.

Nice-to-haves

Bachelor’s degree from an accredited institution required; a Master’s or PhD is preferred, ideally in business, chemical engineering, materials science or a related field.
Demonstrated experience engaging QSR customers or developing business with converters and other industry partners that serve QSR accounts is strongly preferred.
Experience managing customer relationships and complex commercial opportunities involving multiple stakeholders is preferred.

Application prep

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Keywords to mirror

Platform: successfactors
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off

Parental Leave

Wellness