SUMMARY OF POSITION:
The Key Account Manager applies a considerable level of expertise and creativity to originate and execute strategies and programs that leverage the brands, resources, and organizational strengths of Kimberly-Clark with the customer. He/she develops joint business plans with the customer and conducts quarterly reviews to ensure plans continually reflect the goals and objectives of the customer and KCI. He/she works to become expert in the customer’s business, understanding the rationale for key marketing and category decisions the customer makes for its market. The Key Account Manager must manage customer relationships, category management, business planning and brand management utilizing cross-functional resources and data sources.
KEY CUSTOMERS AND CUSTOMER EXPECTATIONS:
Key customers for this position are the Customer, Customer Development and Business Teams, Category Management, Planning, Supply Chain, and Finance. These customers expect clear, succinct, compelling and timely communication that proactively identifies and capitalizes on opportunities to meet share expectations, net sales and contribution.
This position reports to Director Customer Development or Market Manager for the region and interacts internally with the Brand Teams, Customer Team and other Customer Development staff.
Dollar Volume: $10.0 - $50.0M
# of Categories: Direct responsibility on 4 to 6 depending on the $$$ volume
Contact level at Customers: Direct
Customer Segmentation a.k.a. Market Importance: Strategic or Regional Customer
Customer’s Role: Grow/Maintain Share
Manage assigned customer to achieve net sales and contribution objectives, establish K-C category presence, meet customer objectives, and ensure the timely execution and follow-up of related administrative tasks, while conforming to corporate, financial, sales, and selling expense policies and instructions. Ensure timely communication to those with a need to know regarding changes in fund status or expected spending levels.
Develop and initiate (internally with Business and externally with Customer) innovative plans, programs, and strategies to leverage the brand, resources, and organizational strength of K-C to provide a significant value-added service to the customer.
Fully utilize all Finance and Category Management resources to drive the exploration of new opportunities, successfully position proposed strategies, and to evaluate the effectiveness of completed plans and programs.
Provide effective fund management for the assigned customer to ensure spending levels are commensurate with expected volumes, claims are processed in a timely manner, and accurate and well organized records are kept in support of internal or external audits. Identify volume gaps and develop proactive merchandising plans to cover the shortfall.
Fully penetrate all levels within assigned customer, and facilitate establishing mutually beneficial business relationships between appropriate K-C personnel and VIP customer managers and decision-makers.
Provide functional direction to customer team members and other internal resources with responsibilities for assigned customer to ensure a coordinated and consistent approach to the execution of specific events as planned by the Key Account Manager.
Facilitate full and open communications with and between retail and account personnel, Business and Customer Development, internal K-C support departments, and the Customer, regarding existing and potential issues, challenges, and opportunities.
Contribute to the achievement of business and personal objectives by seeking and responding to performance and development feedback, and by initiating personal development activities to enhance functional effectiveness.
Contribute to an environment where all team members are respected and valued regardless of their individual differences, and are motivated to improve both their individual and team contributions to achieve desired business results.
Physical Effort: Much of the time is spent sitting in a comfortable position with frequent opportunity to move about. This is an infrequent need to move or lift light articles. Demands of physical effort are minimal.
Physical Environment: Office environment is temperature controlled, well lit and generally comfortable. Exposure to dust, dirt or other conditions which might produce mild discomfort is minimal. There is very remote possibility of accident, injury or ill health.
Sensory Attention: There is an occasional requirement for concentrated use of senses. Generally, all that is required is the normal use of seeing and hearing with little or no need to focus particularly on special factors in the environment.
Mental Stress: Considerable mental stress can be experienced by disturbing situations, pressure from simultaneous priorities, demands for results, conflicts with personnel or the legitimate concern about the probability of such events occurring. Family/social life is frequently disrupted as a result of travel/meeting requirements.
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
Education required: A recognized Bachelor’s Degree and equivalent work experience
Experience: 3 – 5 years of Customer Management experience required or, equivalent Consumer Packaged Goods Industry experience.
Skills/Competencies: Broad knowledge of Kimberly-Clark organizational structure; products and categories; and Customer Development policies and procedures is required.
Ability to develop and interpret market, business and financial analysis supporting the execution of regional business.
Effective command of the six Leadership Qualities and ability to apply those qualities toward effective interaction with team members and internal customers.
Kimberly-Clark and its well-known global brands are an indispensable part of life for people in more than 175 countries. Every day, 1.3 billion people - nearly a quarter of the world's population - trust K-C brands and the solutions they provide to enhance their health, hygiene, and well-being. With brands such as Kleenex, Scott, Huggies, Pull-Ups, Kotex, and Depend, Kimberly-Clark holds No.1 or No. 2 share positions in more than 80 countries. With more than 140 years of history of innovation, we believe in recruiting the best people and empowering them do their best work. If fresh thinking and a passion to win inspire you, come Unleash Your Power at Kimberly-Clark.
Kimberly-Clark is an 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.
K-C requires that an employee have authorization to work in the country in which the role is based. In the event an applicant does not have current work authorization, K-C will determine, in its sole discretion, whether to sponsor an individual for work authorization. However, based on immigration requirements, not all roles are suitable for sponsorship.
This position may require a post-offer/pre-hire Physical Abilities Test (PAT) to confirm that individuals are able to perform the essential functions of the job.
Global VISA and Relocation Specifications:
This role is available for local candidates already authorized to work in the role’s country only. K-C will not provide relocation support for this role outside of country, this role is available for in-country relocation only.