Segment Sales Manager

6 months ago

Petaling Jaya, Malaysia Kimberly-Clark Full time

The incumbent is responsible and accountable for driving Strategic Key Accounts growth and retention as well as the profitability of the assigned segment and territory in Malaysia. He/She is responsible for managing the distributors, also responsible for building the capability of the distributor sales team to reach the targets. He/She 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. He/She engages 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, he/she 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. He/she will work with the team to develop a winning culture and embed the culture of accountability in daily activities.

He/She 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, he/she is responsible for developing sound relationships with distributors’ sales personnel to reach the targets.

The incumbent 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*.

**JOB ACCOUNTABILITIES**

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.

**QUALIFICATIONS**
- 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.
- Experience in basic P&L.
- Self-starter who works independently with mínimal supervision.

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