KimberlyClark Corporation
Head of sales distributors - professional
KimberlyClark Corporation, Chicago, Illinois, United States, 60290
Full job descriptionKimberly-Clark (NYSE: KMB) and its trusted brands are an indispensable part of life for people in more than 175 countries. We are headquartered in Dallas, Texas U.S.A. with approximately 46,000 employees worldwide and operations in 34 countries. Fueled by ingenuity, creativity, and an understanding of people’s most essential needs, we create products that help individuals experience more of what’s important to them.
Our portfolio of brands, including Huggies, Kleenex, Scott, Kotex, Cottonelle, Poise, Depend, Andrex, Pull-Ups, GoodNites, Plenitud, Viva, Softex, Sweety and WypAll, hold the No. 1 or No. 2 share position in 80 countries. Sustainability is at the center of our company and by 2030 we aspire to advance the well-being of one billion people through social programs and reduce our environmental footprint by half. We focus on the areas where we can make the biggest difference - climate, forests, water and plastics.
At Kimberly-Clark, treating individuals with respect is the way we do business and the way we lead our industry and our world. We’re building an organization that looks and thinks like our customers around the world and searching for talented people with different perspectives and varied backgrounds.
Business Overview
Kimberly-Clark Professional partners with businesses to create Exceptional Workplaces, helping to make them healthier, safer and more productive. Key brands in this segment include Kleenex, Scott, WypAll, KleenGuard and Kimtech.
What You’ll Do (Role Purpose)
The Head of Sales, National Distributors is responsible for leading a team of Senior Channel Managers and an Associate Director, Channel Management. This role is pivotal in setting the strategic direction, driving sales growth, and ensuring the delivery of exceptional service to Kimberly-Clark Professional’s most significant national distribution customers. You will play a crucial part in maintaining and growing the relationships with Kimberly-Clark Professional’s key customers and will demonstrate exceptional leadership to inspire a team of Senior Business Development Managers to achieve exceptional results.
Provide leadership and direction to the team, ensuring alignment with the company’s strategic objectives and sales targets
Collaborate with leadership across the organization to drive successful execution of key initiatives with partners
Serve as a senior member of the leadership team for Business Development and overall sales, driving the KCP Go-to-Market strategy and execution
Leverage relationship skills and industry knowledge to constantly strategize and execute on how KCP can continually grow its channel sales & partnerships
Develop and maintain strong relationships with key national distribution customers, aligning our offerings to their strategic priorities
Drive the development and execution of strategic account plans to achieve sales revenue and profitability targets
Collaborate with cross-functional teams to ensure a coordinated approach to customer management and leverage the full capabilities of Kimberly-Clark Professional
Maintain and update the revenue pipeline data in Salesforce CRM and PRM, providing regular forecasts to the sales team
Upskill the existing team with the intention to scale quickly rather than build from scratch
Monitor and analyze market trends, customer performance, and competitive activities to inform strategic decisions and identify growth opportunities
Oversee the management of the revenue pipeline, ensuring accurate forecasting and reporting, while addressing the need for alternative tracking methods
Ensure the effective utilization of shared resources across the organization to support the customer’s business plan and achieve financial performance objectives
Responsible for 6-8 direct reports plus 1 Associate Director of Channel with 4-5 direct reports
Responsible for approximately $1B in sales revenue
The Impact You Can Make
Faster growth is our #1 imperative and as a Head of Sales, you have the opportunity to make a direct impact on our growth agenda.
Purpose Led
– Better Care for a Better world means we lead with purpose and are focused on our social responsibility of impacting even more lives than we do today.
Performance Driven
– Sales Leaders will be measured on their ability to directly increase Market Share through Net Sales, contributing to K-C’s strategic growth plans.
Care for Our People
– We win through our people. Successful sales leaders leverage the full potential of their workforce by reaching best in class engagement levels within their respective organizations.
Experiences We’re Looking For
A bachelor’s degree with considerable experience in sales, category management, or a related field
10+ years of leading sales organizations, preferably in a high-growth environment
Ability to think creatively and develop innovative, best-in-class solutions
Experience building and developing a holistic partnership strategy and organization, focused on strategic partners
Proven history of driving growth through channel partners and building relationships with counterparts at partner organizations
Demonstrated leadership ability with experience managing leaders and senior sales professionals
Business judgment: the ability to effectively partner in the development and execution of business strategies. Use strong analytical capabilities and a fact-based approach to develop effective solutions to business issues
Strong strategic thinking and business planning skills
Excellent relationship-building, negotiation, and communication skills
A deep understanding of the distribution channel and customer dynamics
Strong business acumen and data management skills
Action orientation and drive for results with a sense of urgency to achieve measurable outcomes
Adaptability: KCP is a fast-moving business, and the successful leader will need to be comfortable with change and transformation
Skills You Will Demonstrate and Grow
Strategic Leadership: Outwardly focused, develops and communicates a compelling vision and integrates business plans into strategic customer plans
Innovation Focused: Ability to bring customer insights and ideas to the business teams and excite customers about plans
Customer/ End-User Focus: Focus on channels to market
Change Leadership: Articulate a compelling case for change, design effective change plans and create a culture that embraces ongoing change
Personal Integrity & Inspiration: Model example of desired behavior; lead with contagious optimism and inspiration
Leadership Competencies We Value
Focus on Consumers . We keep the needs of customers and consumers at the center of our work. Building strong customer relationships and delivering consumer-centric solutions. Seeing ahead to future possibilities and translating them into breakthrough strategies that delight our consumers.
Play to Win . We aim high, measure our results, and live our values because winning with integrity matters. Setting aggressive goals and consistently achieving results, even under tough circumstances. Pushing past status quo to create new and better ways to solve problems and win.
Move Fast . We turn decisions into action, remove barriers and seek progress over perfection. Stepping up to champion ideas, address difficult issues and say what needs to be said. Tackling challenges with a sense of urgency, seizing new opportunities and scaling winning solutions.
Grow our People . We champion inclusion and encourage our people to ideate, innovate and contribute to their growth. Encouraging diverse perspectives, experiences and backgrounds that enable our winning culture. Placing a high priority on developing self and others to meet career goals and the organization’s goals.
For Kimberly-Clark to grow and prosper, we must be an inclusive organization that applies the diverse experiences and passions of its team members to brands that make life better for people all around the world. We actively seek to build a workforce that reflects the experiences of our consumers. When you bring your original thinking to Kimberly-Clark, you fuel the continued success of our enterprise. We are a committed equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity, age, pregnancy, genetic information, citizenship status, or any other characteristic protected by law.
The statements above are intended to describe the general nature and level of work performed by employees assigned to this classification. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.
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Our portfolio of brands, including Huggies, Kleenex, Scott, Kotex, Cottonelle, Poise, Depend, Andrex, Pull-Ups, GoodNites, Plenitud, Viva, Softex, Sweety and WypAll, hold the No. 1 or No. 2 share position in 80 countries. Sustainability is at the center of our company and by 2030 we aspire to advance the well-being of one billion people through social programs and reduce our environmental footprint by half. We focus on the areas where we can make the biggest difference - climate, forests, water and plastics.
At Kimberly-Clark, treating individuals with respect is the way we do business and the way we lead our industry and our world. We’re building an organization that looks and thinks like our customers around the world and searching for talented people with different perspectives and varied backgrounds.
Business Overview
Kimberly-Clark Professional partners with businesses to create Exceptional Workplaces, helping to make them healthier, safer and more productive. Key brands in this segment include Kleenex, Scott, WypAll, KleenGuard and Kimtech.
What You’ll Do (Role Purpose)
The Head of Sales, National Distributors is responsible for leading a team of Senior Channel Managers and an Associate Director, Channel Management. This role is pivotal in setting the strategic direction, driving sales growth, and ensuring the delivery of exceptional service to Kimberly-Clark Professional’s most significant national distribution customers. You will play a crucial part in maintaining and growing the relationships with Kimberly-Clark Professional’s key customers and will demonstrate exceptional leadership to inspire a team of Senior Business Development Managers to achieve exceptional results.
Provide leadership and direction to the team, ensuring alignment with the company’s strategic objectives and sales targets
Collaborate with leadership across the organization to drive successful execution of key initiatives with partners
Serve as a senior member of the leadership team for Business Development and overall sales, driving the KCP Go-to-Market strategy and execution
Leverage relationship skills and industry knowledge to constantly strategize and execute on how KCP can continually grow its channel sales & partnerships
Develop and maintain strong relationships with key national distribution customers, aligning our offerings to their strategic priorities
Drive the development and execution of strategic account plans to achieve sales revenue and profitability targets
Collaborate with cross-functional teams to ensure a coordinated approach to customer management and leverage the full capabilities of Kimberly-Clark Professional
Maintain and update the revenue pipeline data in Salesforce CRM and PRM, providing regular forecasts to the sales team
Upskill the existing team with the intention to scale quickly rather than build from scratch
Monitor and analyze market trends, customer performance, and competitive activities to inform strategic decisions and identify growth opportunities
Oversee the management of the revenue pipeline, ensuring accurate forecasting and reporting, while addressing the need for alternative tracking methods
Ensure the effective utilization of shared resources across the organization to support the customer’s business plan and achieve financial performance objectives
Responsible for 6-8 direct reports plus 1 Associate Director of Channel with 4-5 direct reports
Responsible for approximately $1B in sales revenue
The Impact You Can Make
Faster growth is our #1 imperative and as a Head of Sales, you have the opportunity to make a direct impact on our growth agenda.
Purpose Led
– Better Care for a Better world means we lead with purpose and are focused on our social responsibility of impacting even more lives than we do today.
Performance Driven
– Sales Leaders will be measured on their ability to directly increase Market Share through Net Sales, contributing to K-C’s strategic growth plans.
Care for Our People
– We win through our people. Successful sales leaders leverage the full potential of their workforce by reaching best in class engagement levels within their respective organizations.
Experiences We’re Looking For
A bachelor’s degree with considerable experience in sales, category management, or a related field
10+ years of leading sales organizations, preferably in a high-growth environment
Ability to think creatively and develop innovative, best-in-class solutions
Experience building and developing a holistic partnership strategy and organization, focused on strategic partners
Proven history of driving growth through channel partners and building relationships with counterparts at partner organizations
Demonstrated leadership ability with experience managing leaders and senior sales professionals
Business judgment: the ability to effectively partner in the development and execution of business strategies. Use strong analytical capabilities and a fact-based approach to develop effective solutions to business issues
Strong strategic thinking and business planning skills
Excellent relationship-building, negotiation, and communication skills
A deep understanding of the distribution channel and customer dynamics
Strong business acumen and data management skills
Action orientation and drive for results with a sense of urgency to achieve measurable outcomes
Adaptability: KCP is a fast-moving business, and the successful leader will need to be comfortable with change and transformation
Skills You Will Demonstrate and Grow
Strategic Leadership: Outwardly focused, develops and communicates a compelling vision and integrates business plans into strategic customer plans
Innovation Focused: Ability to bring customer insights and ideas to the business teams and excite customers about plans
Customer/ End-User Focus: Focus on channels to market
Change Leadership: Articulate a compelling case for change, design effective change plans and create a culture that embraces ongoing change
Personal Integrity & Inspiration: Model example of desired behavior; lead with contagious optimism and inspiration
Leadership Competencies We Value
Focus on Consumers . We keep the needs of customers and consumers at the center of our work. Building strong customer relationships and delivering consumer-centric solutions. Seeing ahead to future possibilities and translating them into breakthrough strategies that delight our consumers.
Play to Win . We aim high, measure our results, and live our values because winning with integrity matters. Setting aggressive goals and consistently achieving results, even under tough circumstances. Pushing past status quo to create new and better ways to solve problems and win.
Move Fast . We turn decisions into action, remove barriers and seek progress over perfection. Stepping up to champion ideas, address difficult issues and say what needs to be said. Tackling challenges with a sense of urgency, seizing new opportunities and scaling winning solutions.
Grow our People . We champion inclusion and encourage our people to ideate, innovate and contribute to their growth. Encouraging diverse perspectives, experiences and backgrounds that enable our winning culture. Placing a high priority on developing self and others to meet career goals and the organization’s goals.
For Kimberly-Clark to grow and prosper, we must be an inclusive organization that applies the diverse experiences and passions of its team members to brands that make life better for people all around the world. We actively seek to build a workforce that reflects the experiences of our consumers. When you bring your original thinking to Kimberly-Clark, you fuel the continued success of our enterprise. We are a committed equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity, age, pregnancy, genetic information, citizenship status, or any other characteristic protected by law.
The statements above are intended to describe the general nature and level of work performed by employees assigned to this classification. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.
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