We are seeking a senior experienced leader to lead the Revenue Management journey for Kimblerly Clark North America’s Family Care Business Unit. KCNA Family Care is a $4B Business Unit within the North American Division of the publicly traded Kimberly Clark Corporation (KMB). Family Care participates in attractive growing categories, and has strong share positions behind brands like Cottonelle, Kleenex, Scott, and Viva.
KCNA is in the process of leading an end to end growth transformation, and Revenue Management is a central and critical capability to the success of KCNA. Reflecting this new importance, this newly created position will report directly to the Vice President of Revenue Management (who reports directly to the Group President of KCNA. This leader will be a key partner to the President of Family Care, and the Brand leaders.
This leader will direct all Revenue Management functions for the Family Care BU to establish Kimberly-Clark’s position in the market with clear price, package, channel, and portfolio architectures. Leads the development within the company’s largest business unit of end-to-end brand pricing strategies, price pack, and commercialization strategies in partnership with Brand Marketing and BU Sales. Links multiple cross-functional teams to monetize consumer insights into tangible and significant Net Realized Revenue (NRR) improvement. Serves as a key strategic partner to the Brand GM’s to guide the development of the category vision which will allow K-C to assert itself as the category leader in terms of both growth and vision. Serves as a key thought partner and influencer to the BU President, Brand GM’s, and BU Sales VP to prioritize and guide long-range strategy development and short-term optimization to deliver aggressive NRR targets. Leads a team with collective expertise to manage the all strategic, operational, tactical, and administrative elements of Revenue Management within the BU. Works closely with cross-functional partners to include Brand Marketing, BU Sales, CATMAN, Shopper/Consumer Insights, R&E, Supply Chain, and Finance.
Overall responsibilities:
Change Management and Building the Capability of the Function.
Pricing strategy – prioritizes the volume and determines the cadence of brand “deep dives” to drive long-term NRR.
Delivering results. Deliver tangible and sustainable NRR growth within their BU’s.
Ensures all strategic recommendations provide the magnitude of NRR impact necessary for the BU to achieve annual Operating Margin goals.
Ensures all workstreams are delivered on time to effectively integrate recommendations into KCNA’s Strategic Business Plan (SBP) process.
Serves as the internal project lead for pricing deep-dives managing key stakeholders within the BU while providing critical direction to the Pricing Insights & Analytics Team.
Defines the role of pricing and promotion in the category, aligned to consumer / shopper segments, evaluation of competitor pricing and promotion strategies. Key elements of strategy include:
Targeting of key consumer segments relevant to revenue management
Category price structure (current and future brand positioning within the category)
Defines the role of trade for each brand/channel combination in their portfolio
Utilizes promoted pricing guidance from the Trade Optimization Team to develop and communicate recommendations for promotional depth and frequency
Understand different promotion strategies by merchandising model (e.g., Hi-Lo vs. EDLP) and impact from retailer margin strategies
Investing to Win
Provides direction to Customer Investment & Planning Team to ensure that trade investment is properly allocated to prioritized customer.
Qualifications/Education/Experience Required:
Leadership skills: the individual should have demonstrated significant initiative, tenacity, and leadership in prior job. Must be able to establish credibility with key stakeholders and know how to communicate both up and down the chain. Must be able to articulate a vision, train their team, prioritize work, and establish clear accountabilities while positioning the function as a business multiplier within the organization.
Strategic Thinking: the individual should be a strong conceptual thinker, able to quickly identify issues and develop solutions to complex problems. He/she must have a good understanding of the breadth of marketing strategies and a solid understanding of cross-functional considerations such as customer development, financial literacy, and supply chain implications of pricing/PPA options.
Communication skills: the individual must be able to effectively influence individuals at levels senior to him or her, as well as actively participate in meetings with sales, marketing, market research, and finance. Must be able to drive effective Change Management regarding Net Realized Revenue (NRR) from both a process and cultural mindset perspective.
Coalition Building: the individual must be able to bring together a diverse group of functional partners, build networks, establish new ways of working between them and prioritize efforts among them to formulate robust pricing/PPA strategies and executional plans.
Strategic Development: the individual must be familiar with the principles of building holistic, long-term (12-36 months) pricing, price-pack, and promotional pricing strategies. Candidate should know how to perform shopper segmentation and customer segmentation to determine opportunities to optimize the revenue potential of Kimberly-Clark’s brands.
Broad Cross-Functional Knowledge: The ideal candidate must be able to navigate through a complex matrix of cross-functional considerations in order to guide strategic development and translate them into operations and execution. In addition to functional expertise in the pricing and promotional space, the ideal candidate will also possesses a solid understanding of the selling process, the P&L, the business planning process, Brand Strategy, Supply Chain, CATMAN and Consumer Insights.
Strong Analytical skills: the individual must have demonstrated experience in synthesizing marketing and pricing information to draw insights and actionable recommendations (e.g., structure the problem, collect data, identify issues and present results).
Demonstrated Performance:
Bachelor’s degree required, business degree or other discipline that requires quantitative knowledge (MBA preferred).
Commercial/customer experience in either a direct role or a close supporting role within CPG preferred.
10+ years of business experience, at least four years within trade marketing, consumer pricing, or revenue management in the consumer sector
Team structure:
Manages four direct reports and has access to shared analytics
Will be indirectly supported by Revenue Management COE resources for Price Pack Architecture projects and Promo Strategy Development
Must be able to effectively leverage cross-functional partners to perform true breadth of the work that needs to be accomplished
Reports into Vice President of KCNA Revenue Management
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.
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.
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.
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 is subject to drug and alcohol testing, including pre-employment testing.
Global VISA and Relocation Specifications:
K-C will support global relocation for the chosen candidate for the role, including assistance to obtain proper work authorization. The benefits provided will be per the terms of K-C’s applicable mobility policies. The benefits/policy provided will decided in K-C’s sole discretion.
