Robert Smith Email & Phone Number

Johnson City, Tennessee, United States

Pfaffenhofen, De

Pfaffenhofen, De

Pfaffenhofen, De

Responsible for developing go to market strategy for Pricefx for the chemical and process industries. Building understanding of customer buying process, segmentation, and key value drivers and barriers Developing industry focused content to support marketing, demand generation, and selling activities Building internal understanding of chemical and process industry pricing processes and issues Supporting customer specific sales and implementation opportunities Defining product gaps and differentiation opportunities

Kingsport, Tennessee, Us

Responsible for reengineering of key corporate capabilities for Eastman’s Business Operating Model. Responsible for implementation of Business Operating Model (key management routines for cross-functional business teams, Integrated Business Planning, and weekly sales reviews) in Eastman's Additives and Functional Products (AFP) businesses. Served as corporate capability leader for Sales and Operations Planning / Integrated Business Planning; responsible for implementation of new Integrated Planning Process across Eastman and S&OP integration of Taminco acquisition into AFP, including building out process design for Eastman’s Integrated Business Planning process and overseeing Eastman’s IBP Center of Excellence. Drove operational excellence in AFP businesses through effective use of management oversight processes and tools. Supported Executive Team in identification and prioritization of key corporate business initiatives.

Kingsport, Tennessee, Us

Initiated Corporate Pricing team in 2009 to drive improvement in pricing focus and capabilities across Eastman; led Eastman to twice be rated by Deloitte as a “high performer” in their Global Pricing Effectiveness Benchmark Survey. Thought leader and change agent who contributed as a key player in the $800M increase in Eastman Chemical earnings in the 2008-2011 timeframe. Continued leadership of Eastman’s Pricing Council (as leader or co-leader since founding in 2004), supporting strong value-added performance across Eastman. Implemented advanced suite of pricing tools to drive significant value capture in excess of $20M.  Leveraged coaching principles from Noel Hudson to raise capability level across Corporate Pricing roles. Initiated use of MBAs and analytical personnel to build strategic project and analytics capabilities. Implemented use of LeveragePoint to institutionalize Economic Value Estimations in Specialty Plastics and other businesses. Developed and coached pricing personnel in Eastman businesses, including development of a performance model and 360-degree assessment tool with Profiles International. Effectively integrated Genovique and Solutia into Eastman’s pricing systems and processes. Served as founding member and chair of Vendavo Customer Advisory Council. Implemented Upside (SciQuest) contract management software in 2009 to provide enhanced contract management capabilities.

Kingsport, Tennessee, Us

Succession of pricing management roles leading to the creation of Director of Pricing role for what is now known as Chemical Intermediates. Piloted Pricing Manager role in 2000-2003. Successful implementation led to Manager of Pricing role in 2003 and expansion of pricing roles in PCIBO, both in North America and globally. Led value-based pricing project for North American plasticizer business, with support of Strategic Pricing Group, to recognize sources of differential value in plasticizer products and offerings. Implemented use of Vendavo in 2004 as a pilot for pricing management and analysis tools. Promoted concept of Eastman Pricing Council, which was formed in 2003, and acted as co-leader from inception. Key outcomes from Pricing Council:- Development and implementation of the value-added measure for use in pricing and sales management.- Extensive use of Six Sigma methodologies to drive pricing and business management improvements in areas such as contract strategy and execution, price increase effectiveness, sales incentive effectiveness, and competitive price analysis.- Adoption of Vendavo across Eastman for price and margin management.

Kingsport, Tennessee, Us

Responsible for leadership of Eastman's legacy plasticizer business. Achieved record earnings in 1998.

Kingsport, Tennessee, Us

Assignments supporting mergers, acquisitions, joint ventures, and divestitures in Eastman's corporate group as well as in business segment roles.

Bsche, Chemical Engineering

Master Of Business Administration - Mba