Your Job
You’re not the person who will settle for just any role. Neither are we. Because we’re out to create Better Care for a Better World, and that takes a certain kind of person and teams who care about making a difference. Here, you’ll bring your professional expertise, talent, and drive to building and managing our portfolio of iconic, ground-breaking brands. In this role, you’ll help us deliver better care for billions of people around the world. It starts with YOU.
You will be responsible and accountable for driving Strategic Key Accounts growth and retention as well as the profitability of the assigned segment and territory in Malaysia. You will be responsible for managing the distributors, also responsible for building the capability of the distributor sales team to reach the targets. You will also conduct joint calls with the distributor sellers to coach them to better position Kimberly-Clark Professional’s solutions to their target end-users. You will engage with all levels of customers’ organization, particularly the senior management to understand customers’ buying behaviors, preferences, business dynamics, and challenges, and proactively pull together relevant internal resources to formulate strategies to leverage these insights. At the same time, you will need to deliver insights identified by Kimberly-Clark Professional’s commercial program team, to the customers, providing them with a new outlook and trends. You will also work with the team to develop a winning culture and embed the culture of accountability in daily activities.
You will also liaise with the internal Customer Service team to ensure prompt servicing of these accounts and address any potential matters that occur. In addition, you are responsible for developing sound relationships with distributors’ sales personnel to reach the targets.
You will also have opportunities to collaborate with other segment sales leaders, regional marketing leads, and the Global Key Account team to influence the necessary decisions and programs to support the growth of the Strategic Key Accounts in Malaysia and enhance customer experience with Kimberly-Clark Professional.
Role Overview & Primary Accountabilities:
Formulates sales strategy for achieving own targets by managing sales opportunities and pipelines. Utilizes Salesforece.com (SFDC) to manage opportunities and for reporting purposes. Generate sales funnels. Approaches target end-users applying Strategic Key Account Management Skills for growth and business retention.
Approaches target end-users applying KCP designed New/Existing marketing platforms, New/Existing Products for exceptional workplaces to create an exceptional customer experience to drive sales growth.
Manages distributor partnership and growth, implements KCP channel growth program in own territory, including but not limited to conducting regular business reviews with distributors.
Manages key accounts partnership and growth, implements key account growth program, including but not limited to conducting regular business reviews with key accounts.
Ensures quality and quantity of face-to-face meetings with target key end-users.
Focuses on developing new end-users; line penetration of assigned end-users in assigned target market segment(s) eg. Office Building, Lodging, Healthcare, Foodservice, Industrial Manufacturing, etc.
Continuously drives account profitability with assigned prestigious end-users. Consistently upselling top end-users with different KCP brands and product lines, securing deeper Share of Wallet for Kimberly-Clark Professional.
In charge of own sales capability. Embed Challenger Selling Skills in all sales calls. Actively be engaged in coaching calls and work on feedback from KCP Business Capability Manager.
Builds capability of distributor sellers to better position KCP’s solutions, through training and coaching where applicable.
Constantly supports target market segment(s) audit initiated by Marketing team or regional team on request to identify market potential, feedback the dynamic customers’ preference and competitive environment.
Develops and maintains a sound relationship with distributors’ sales personnel to incorporate KCP conceptual selling approach, product knowledge and shorten the sales cycle in generating new sales.
Works with the team to develop a winning culture and embeds a culture of accountability in daily activities
Communicates efficiently and effectively to superiors and colleagues. Establishes sound relationships with distributors’ sales personnel, colleagues of various internal departments.
To perform other duties as assigned. This includes but is not limit to take on certain geography territory and segment portfolios, ad hoc tasks, etc.
Key Customers
Internal: Country Manager, Segment Sales Manager, Area Sales Manager, Sales Support Analyst, Cluster Marketing team, Sales Capability & System Leader, Global Key Accounts Team, Shared Functions Teams (HR, Supply Chain, Finance)
External: Distributors, end-users, suppliers, industry associations.
About Us
Huggies®. Kotex®. Poise®. Depend®. Confidence®. Kimberly-Clark Professional®. You already know our legendary brands—and so does the rest of the world. In fact, millions of people use Kimberly-Clark products every day. We know these amazing Kimberly-Clark products wouldn’t exist without talented professionals, like you.
At Kimberly-Clark, you’ll be part of the best team committed to driving innovation, growth, and impact. We’re founded on 151 years of market leadership, and we’re always looking for new and better ways to perform – so there’s your open door of opportunity. It’s all here for you at Kimberly-Clark.
Led by Purpose. Driven by You.
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 qualifications:
Essential requirements
University degree preferably with a business focus.
5 years and above sales experience, preferably in a related business-to-business environment.
Experience in key account and distributor management.
Result Oriented, Disciplined, Execution ability.
Fluent in English, Malay, Chinese languages.
Computer literacy and familiarity with Excel, Microsoft Word, PowerPoint applications.
Experience in basic P&L.
Self-starter who works independently with minimal supervision.
Location: Malaysia
To Be Considered
Click the Apply button and complete the online application process. A member of our recruiting team will review your application and follow up if you seem like a great fit for this role.
In the meantime, please check out the careers website.
And finally, the fine print….
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.
No Relocation:
This role is available for local candidates already authorized to work in the role’s country only. Kimberly-Clark will not provide relocation support for this role.