Senior Key Account Manager – Traditional Trade, IFP at Kimberly-Clark

• The purpose of the Senior KAM Traditional Trade 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 Commercial Lead 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:

• Management of the functional delivery as per above where applicable of:
• Distributors; Buying groups; Independents
• Execute the annual business plan as directed by the Sales Lead to deliver the Channel and Customer strategy.
• Delivery and land the joint business planning fundamentals aligned to the Sales Lead strategy
• Ensuring monthly tracking rigor both internally and with the customer/s
• Input into the Sales Lead action plans to course correct where we are lagging and implement 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 Sales Lead.
• Ensure execution of the promotional plan developed by the Sales Lead that aligns to the guidelines set but the (trade promotions management (TPM) and (NRR) team to 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 Sales Lead 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
• Co-Create commercial selling stories with the support of the Sales Lead to land the share & DPSM strategies, 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 Sales Lead 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

About You

• You perform at the highest level possible, and you appreciate a performance culture fueled by authentic caring.  You want to be part of a company actively dedicated to sustainability, inclusion, wellbeing, and career development.
• You love what you do, especially when the work you do makes a difference. At Kimberly-Clark, we’re constantly exploring new ideas on how, when, and where we can best achieve results. When you join our team, you’ll experience Flex That Works: flexible (hybrid) work arrangements that empower you to have purposeful time in the office and partner with your leader to make flexibility work for both you and the business.
• In one of our professional roles, you’ll focus on winning with consumers and the market, while putting safety, mutual respect, and human dignity at the center.

To succeed in this role, you will need the following:

JOB REQUIREMENTS

• A Tertiary qualification with a commercial focus
• Minimum 5 years + customer / key account / sales exposure, within FMCG or Traditional Trade related industry
• Multiple Channel/customer experience
• Finance sales experience (working knowledge of customer P&L’s) (promotional budgets, trade budgets)
• Experience managing / engaging senior stakeholders and cross functional teams