Business Development Manager

Business Development Manager

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.

The Business Development Manager is expected to expand Eastman's presence in strategically important markets, improve early access to projects and specifications, strengthen relationships across the value chain, increase the quality of the opportunity pipeline, support higher project win rates, and convert market insights into sustainable commercial growth. The Business Development Manager is responsible for executing our business strategy at the downstream customer and key value chain partners level, enabling customer success through identifying, developing, and securing new specifications for Eastman Heat Transfer Fluids offerings in existing & emerging applications.

This position offers a unique opportunity to shape the way Eastman strategically develops its business through product specification working with process licensors, large engineering, procurement and construction companies & (OEM) Original Equipment Manufacturers in the conventional Oil & Gas Industries, downstream petrochemicals and derivatives and emerging renewable energy / sustainability markets. Approximately 50% + travel is required for this role. This full-time, remote position is home-office based with a preference for candidates based in Houston, Atlanta, Chicago, St Louis, and Greenville.

This is a critical role within the Specialty Fluids & Energy business reporting to the North America / Asia Sales Manager and offers an exciting opportunity to develop new business with our innovation-driven platform offerings in downstream applications.

Responsibilities include partnering with the commercial team to understand market dynamics, industry trends, customer needs, end-market developments, and emerging applications relevant to the SFE-HTF business. The role involves identifying and prioritizing attractive market segments, applications, investment projects, and growth opportunities by evaluating market potential, strategic fit, competitive intensity, customer value, and expected return.

The Business Development Manager will develop a comprehensive understanding of the value chain, including customers, engineering, procurement, and construction companies, process licensors, consultants, technology providers, distributors, and other strategic partners. And, build and maintain a global ecosystem of value-chain partners and decision-makers, working directly or indirectly with the sales, technical, marketing, and regional teams to strengthen Eastman's market position.

Engage with EPC companies, process licensors, engineering firms, and other validation partners involved in conventional markets and emerging growth areas, including renewable energy and sustainability-related applications. Identify opportunities to influence product specifications and technical standards at an early stage of project development, while ensuring that customer and value-chain requirements are clearly communicated to the relevant internal teams.

Work closely with customers, account managers, and technical teams to understand application requirements, unmet needs and support the development, qualification, and specification of Eastman products and solutions. Translate market, customer, project, and value-chain insights into actionable business recommendations, including opportunity prioritization, commercial strategies, product-development needs, and market-entry plans.

Use available business tools, market intelligence, project databases, Salesforce Opportunity Management, Power BI and investment-outlook resources to assess global developments in conventional and emerging markets and to guide the allocation of business-development resources supporting product specification.

Additional responsibilities include monitoring global investment activity, major projects, technology developments, regulatory trends, and sustainability priorities to anticipate future demand and identify opportunities for Eastman. Provide market and competitive intelligence to commercial and business leadership, including insights on competitors, alternative technologies, customer strategies, project…