Senior Key Account Manager at Kimberly-Clark

The purpose of the Senior KAM role is to take accountability for the subset of sales KPI’s and input into the overall Profit & Loss health of the reference customer / customer groupings delivered through:

• Regional / National customer relationships and a buyer and head buyer level
• Commercial selling executed as per the Group Account Manager (GAM) strategy
• Sales, Profit, DPSM and innovation targets
• Revenue Growth Management (RGM) / Net Revenue Realisation (NRR) and Gross-To-Net (GTN) executional plan aligned to the national account strategy

In this role, you will:

• Input into the annual business planning process developed with the Group Account Manager (GAM) to deliver the Channel and Customer strategy.
• Delivery and land the joint business planning (JBP) fundamentals aligned to the National Account strategy
• Ensuring monthly tracking rigor both internally and with the customer/s
• Ensuring development of action plans to course correct where we are lagging and implementing within the specified customer / account responsibilities
• Ensure that the required financial actions are landed with the customer to deliver the stated P&L objectives defined by the GAM
• Co-create the promotional plan with the GAM that aligns to the guidelines set but the trade promotions management (TPM) and NRR team ensure the right impact to top line growth and ROI for the account
• Support the overall forecasting process with customer, competitor and category insights and liaise with supply chain teams to ensure best in class service levels and delivery of internal KPI’s
• Support the GAM to develop shopper activity to support price and promo activities
• Deliver the pricing mandate with strict compliance to promo spend, promotional pricing ensuring right impact to GTN, Net Sales Value (NSV) / Sales Units (SU) with trade spend budget
• Create strong commercial selling stories to land the share & Distribution, Pricing, Shelving and Merchandising (DPSM) strategies set by the GAM ensuring inclusion of internal and external insights
• Strong ownership of instore and sub-customer groupings instore compliance to KPI’s working directly with the ops teams regularly to deliver
• Land strong total commercial selling stories to hit innovation KPI’s both at launch and to maintain forecast over the annual planning cycle
• Delivery promotional plans in line with guidelines set by GAM with consideration of always aiming to improve ROI based on TPM insights
• Manage all account administrative requirements with the support of the sales and admin analysts and the centralised support teams
• Wholesale applicable additions:
• Management of the functional delivery as per above where applicable of:
• Distributors and Buying groups