Regional Account Manager - Aviation Distribution 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 The Regional Account Manager is responsible for driving strategic growth, customer retention, and market expansion within the aviation sector. This role serves as the primary commercial lead for a portfolio of aviation customers and is accountable for developing long-term partnerships with commercial airlines, MRO organizations, OEMs, distributors, and aviation service providers. Leveraging strong aviation industry knowledge and consultative selling expertise, the position drives profitable growth across Eastman Turbo Oils (ETO) and Skydrol aviation hydraulic fluids while serving as a trusted advisor throughout the aviation value chain. Approximately 50% travel is required. Responsibilities • Develop and execute strategic territory and account plans focused on commercial aviation, OEM, and MRO markets. • Build executive-level relationships with airlines, MROs, OEMs, and aerospace distributors. • Drive revenue, volume, margin, and market share growth through expansion of existing business and development of new opportunities. • Serve as the primary commercial representative and subject matter resource for aviation fluids and lubricants. • Identify opportunities through engagement with maintenance, engineering, procurement, technical operations, and executive teams. • Utilize Salesforce CRM to manage pipelines, forecasting, customer intelligence, and opportunity progression. • Negotiate pricing, commercial agreements, and contract renewals while maximizing profitability. • Collaborate with Technical Service, Marketing, Product Management, Supply Chain, and Customer Service teams to accelerate growth. Qualifications • Bachelor's degree required; Science, Engineering, Aviation Management, Aerospace, or related discipline preferred. • 5+ years of sales, account management, or business development experience within aviation, aerospace, defense, lubricants, or related industries. • Demonstrated experience working directly with Aviation organizations such as commercial airlines, MRO organizations, aerospace OEMs, or aviation supply chain partners. • Understanding aviation operations, aircraft maintenance programs, aerospace procurement processes, and customer decision-making structures. • Proven success managing strategic accounts and delivering sustained revenue growth. • Experience with Salesforce CRM and complex commercial negotiations. • 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. Preferred Qualifications • Direct experience with aviation lubricants, hydraulic fluids, aerospace chemicals, or aviation consumables. • Existing relationships with airlines, MROs, OEMs, or aerospace distributors. • Knowledge of aviation maintenance practices, aerospace specifications, aircraft systems, and regulatory requirements. Core Competencies • Aviation Industry Expertise • Strategic Account Management • Airline & MRO Relationship Development • Aerospace Business Development • Consultative Selling • Technical Sales • Commercial Negotiation • Cross-Functional Leadership The base salary range for this position is $136,000 to $187,000. 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
Develop and execute strategic territory and account plans focused on commercial aviation, OEM, and MRO markets.
Build executive-level relationships with airlines, MROs, OEMs, and aerospace distributors.
Drive revenue, volume, margin, and market share growth through expansion of existing business and development of new opportunities.
Serve as the primary commercial representative and subject matter resource for aviation fluids and lubricants.
Identify opportunities through engagement with maintenance, engineering, procurement, technical operations, and executive teams.
Utilize Salesforce CRM to manage pipelines, forecasting, customer intelligence, and opportunity progression.
Negotiate pricing, commercial agreements, and contract renewals while maximizing profitability.
Collaborate with Technical Service, Marketing, Product Management, Supply Chain, and Customer Service teams to accelerate growth.
5+ years of sales, account management, or business development experience within aviation, aerospace, defense, lubricants, or related industries.
Demonstrated experience working directly with Aviation organizations such as commercial airlines, MRO organizations, aerospace OEMs, or aviation supply chain partners.
Understanding aviation operations, aircraft maintenance programs, aerospace procurement processes, and customer decision-making structures.

Nice-to-haves

Bachelor's degree required; Science, Engineering, Aviation Management, Aerospace, or related discipline preferred.
Direct experience with aviation lubricants, hydraulic fluids, aerospace chemicals, or aviation consumables.
Existing relationships with airlines, MROs, OEMs, or aerospace distributors.
Knowledge of aviation maintenance practices, aerospace specifications, aircraft systems, and regulatory requirements.
Core Competencies
Aviation Industry Expertise
Strategic Account Management
Airline & MRO Relationship Development
Aerospace Business Development
Consultative Selling
Technical Sales
Commercial Negotiation

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: successfactors
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off

Parental Leave

Wellness