Job Description

APAC Route to Market Leader



Your Job:

K-C APAC D&E is embarking on an exciting journey to establish a Route to Market team and is looking for a Leader having Route to Market experience. This position is expected to deliver world class Route to market Strategy & Implementation for KC D&E Markets.

Post Covid-19, the way customer / retailers buy and engage with organizations and brands have undergone a massive transformation. The purchase behavior or frequency changes present to us a top and a bottom line opportunity if RTM Transformation is enabled.

This role will report to Customer Development Director, KC APAC and require significant interaction with the priority market leaders, sales teams, finance and marketing teams. This role will also engage with the supply chain teams for step-changing the service and delivery patters. The role will requires a lot collaborating and influencing the country leadership team, multi-functional team and external partners (like Distributors and Retailers) team.

Key Responsibilities captured in 4 buckets :

A) RTM Coverage Architecture

B) Distributor Management

C) Leveraging Technology in our ways of working

D) Capability Building of our Frontline Teams

A) RTM Coverage Architecture

Conceptualize, Influence and Implement RTM Transformation for D&E Markets, Build Channel Vision with Strategic Picture of Success. Build an RTM Framework on re-designing coverage architecture to maximize throughout and efficiency. Over driving Top Stores; In D&E markets \xe2\x80\x93 Top 15% Stores Drive 80% Revenues (Maximizing Engagement and Business Delivery via Strong Channel Programs and Interventions) Work closely with the country leaders and Commercial teams in co-creating and implementing country RTM plans as per the agreed timelines Provides guidance and direction on RTM, Call plan effectiveness, sales automation/tracking etc. Develop Sales/RTM competency framework and deployment strategies. Identify and optimize new indirect channel opportunities to maximize top-line growth in target geographies.

B) Distributor Management

Plan and support the local markets Distributor Management Agenda (Including Consolidation and Expansion, Target Setting and Incentive planning along with cadence on JBP and Engagement) Establish measurements to monitor and track distributor effectiveness. Developing Distributor/Customer value propositions (CVP) and establishes best practices which build a clear competitive advantage for KC. Support sales and distributor management competence development of indirect channel managers and Field Account Managers. Ensure that channel partners comply with business strategy, policies, and objectives. Work Closely with commercial finance and sales team to design and partner on the Terms of Trade for Distributors and Top Customers.

C) Leveraging Technology in our ways of working

Using Technology to Eliminate Human Effort (Embarking on Person Independent Tech Solutions like Image Recognition for execution Tracking, Digital Routing for Optimizing Coverage, Leveraging Power Bis and other platforms to standardize Tracking and Execution of DPSM Agenda.

D) Capability Building of our Frontline Teams

Drive the capability build agenda to build a future ready sales force with clear actionable plans. Lift and Shift best practices across D&E in APAC and other global D&E markets to implement Best In Class Execution Develop a deep understanding of competitive activities and implement plans to exploit identified opportunities

About Us:

People have looked to Kimberly-Clark brands for more than 150 years and today we\'re proud to help over a billion people around the world cope, laugh, love and live every day. From the best nappies and baby wipes to the softest tissues, to the best supplies for business, we are constantly searching for new ways to make life better for our consumers, our customers and our planet.

Our leading consumer brands like the Kleenex, Huggies, VIVA, U by Kotex, Poise, Depend brands improve the lives of people around the world.

Kimberly-Clark proudly leads the way in providing better care for a better world.

About You:

• At least 12-14 Years of experience in Sales and RTM transformation, design, implementation with Top Tier Consumer Goods (CPG)
• Both sales and channel / trade marketing experience handling large customers & categories would be preferred .
• Experience across a multiple of channels (MT and General Trade) preferred.
• Ideally have worked as Regional Sales Manager or Sales Manager of a Market with people management experience to appreciate the \xe2\x80\x9cOn Ground Ways of Working\xe2\x80\x9d
• Strong analytical skills and familiarity with RTM Planning .
• Strong skills in leadership, collaboration, influencing, analysis and communication
• Ability to thrive & be agile in ambiguous and unstructured environments.
• Strong Powerpoint and Excel Skills are needed.
• Fluency and excellent communication skills in English

What\xe2\x80\x99s on offer:

Our Kimberly-Clark employees receive a competitive salary and incentives as well as access to a fantastic range of benefits including superannuation, career development opportunities, free health & well-being activities, volunteering leave and much more.

To Be Considered:

Click the Apply button and complete the online application process. A member of our Talent Acquisition team will review your application and will be in contact with additional information accordingly.

In the meantime, feel free to browse our website for additional information on our company, brands and culture - .

Kimberly Clark is proudly accredited with as Employer of Choice for Gender Equality WGEA!

Kimberly Clark is proudly ranked by Forbes as \'World\'s Best Employer\' 2021, 2022!

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, colour, religion, sex, national origin, disability 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.

This role is available for local candidates already authorized to work in the role\xe2\x80\x99s country only. K-C will not provide relocation support for this role.

Primary Location Malaysia - Petaling Jaya

Additional Locations India - Mumbai, Jakarta Office, Shanghai Corporate Office

Worker Type Employee

Worker Sub-Type Regular

Time Type Full time

Kimberly-Clark