Posted in General Business 30+ days ago.
Type: Full-Time
Location: Roswell, Georgia
Global Revenue Transformation Lead
Position Purpose
This position will be responsible for developing global revenue strategies and associated tactics across the different K-C Professional (KCP) markets. This position will be critical to developing the next generation of strategies to profitably optimize our revenue in major markets, with the scope of the work involving structuring all types of prices and discount schedules, optimizing promotion spend, setting standard terms and conditions, maximizing effectiveness of distributor/loyalty incentives, building standard analysis and tools, and creating best in class processes and procedures. Incumbent will report to the Global Head of Revenue Transformation KCP and has the responsibility to develop revenue management strategies within targeted countries/markets that can be quickly actioned into clear and significant profit improvement. Incumbent will play the role of internal revenue management consultant. Key customers include the KCP regional VP’s, regional sales leaders, and country managers. Key customer expectation is that strategic pricing analysis and tactic development is completed in a proactive fashion, working with teams collaboratively, but pushing the thinking (through data) to drive revenue/profit maximizing benefits rapidly.
Summary:
We are looking for an individual that is team-oriented, innovative, self-starter with a continuous improve to provide to create insightful analysis and forward thinking recommendations (both strategic and tactical) on go-to-market opportunities relative to marketing, sales and pricing. This individual will both lead and support critical projects across the world including North America, EMEA, APAC and Latin America.
Responsibilities: (secondary responsibilities in italics)
Provide analysis, advice, leadership and capability development of the local teams across a variety of go-to-market projects.
Develop all facets of the strategic revenue transformation framework through the sales, marketing, business support and finance organizations in targeted KCP markets.
Support geographic leads in strategic pricing initiatives for their region
Enhance structural pricing models and build local market team’s knowledge of: o Gross-to-net revenue optimization (list pricing, functional discounts, contract pricing, distributor incentives, etc.
Change management (alignment / engagement on change from leadership and organization).
Capability development (training, tools, processes, management, etc.).
Investment/portfolio ROI maximization.
Best practice identification (internal and external) and implementation.
Performance tracking (appropriate yet intuitive visual management).
Ensure organizational visibility into revenue transformation execution progress and ongoing success to revenue management strategy.
Develop policy and process for go to market projects
Lead the ongoing management of the KCP revenue transformation strategy along with all appropriate supporting analysis and reporting to ensure maximum understanding and customer profitability optimization.
Engage necessary stakeholders throughout the organization to develop recommended path forward to accelerate implementation, remedy issues, and/or seize opportunities.
Collaborate with KCP business support organization to drive appropriate development and define tactical execution plans as it pertains to revenue optimization strategy changes.
Provide advice, counsel, and analytical/business expertise to cluster leaders, country sales and marketing managers and finance to enhance decision making and maximize sales and corresponding operating profit.
Develop plans and manage the process to build the capabilities of regional and country sales around the concepts of more effective revenue management, with a particular emphasis on price realization – balanced against overall customer profitability.
Provide thought leadership/best practices to influence the optimal design of growth incentive and sales incentive plans across each region to maximize ROI.
Guide development and implement of highly intuitive visual management tools and processes to evaluate revenue transformation performance, key drivers of change, and opportunities.
Coordinate collection of relevant market intelligence on key drivers of pricing risks / opportunities.
Ensure application of established corporate financial and internal controls – working to improve compliance and risk management within each region/country.
Resolve complex business problems by executing analyses, conducting interviews, identifying core issues and causes, and recommending approaches/solutions.
Create insights into Churn and churn reduction on a local basis
Qualifications:
Master of Business Administration preferred, or equivalent business experience
A thorough understanding of direct and indirect B2B go-to-market and sell out processes is required.
10+ years of B2B business role (finance, sales, category, etc.)
10+ years of pricing experience is preferred. • It is essential that the incumbent have background knowledge in pricing practices in the B2B space. Specifically, an understanding of distributors and distributor processes, pricing strategies and systems is preferred.
Finance, Pricing, or management consulting background required with a combination most desirable.
Ability to work across the business landscape particularly with SAP databases, Microsoft office, Power BI and power pivot tools.
Skills and Traits (preferred):
Demonstrated skills in organization change management, with the ability to influence without direct accountability and strong interpersonal and organizational sensitivity.
Effective project managing, planning and organizational skills to ensure complex, multifaceted initiatives are effectively managed and delivered to agreed quality standards and timelines.
Advanced analytical techniques with the ability to creatively identify appropriate data sources, develop hypotheses, commission, and directly undertake detailed analysis, and develop meaningful and robust recommendations.
Strong track record of results delivery - financial, process/systems/tools, and capability development.
Personal drive and tenacity to seek out and realize opportunities to generate revenue growth.
Strong written and verbal communication skills and appropriate executive presence required for effective interactions with senior members of the KCP Regional and Global leadership teams. Strong financial and analytical skills and a working knowledge of B2B go-to-market and pricing models.
Adept in structuring and solving unstructured business issues, situations or questions.
Ability to exercise independent problem solving and decision making with a high degree of initiative and self-coordination.
Developed interpersonal skills to function simultaneously as an integral part of multiple teams – at all levels of the organization and across businesses and geographies / cultures.
Broad application and understanding of economics and/or finance and have operated in a business planning and business advisor capacity where analytical and critical thinking skills were strongly demonstrated.
Able to work with and distill insights from imperfect data sets.
Willing to travel Internationally up to 30% of the time (post-Covid)
The preferred location for this role is out of our Roswell office located in suburban Atlanta, the Global Headquarters for Kimberly-Clark’s Professional business. However, other KC business locations will be considered included Dallas and Neenah
Kimberly-Clark makes the essentials for a better life with well-known brands that matter every day – at home, school, work and on the go. Throughout our 148 years, we have challenged conventional wisdom to innovate products that better meet the needs of consumers. We have created new categories with top brands like Kleenex®, and redefined categories with Huggies® and U by Kotex®. While growing our $18+ billion global business, we help build careers through collaborative teams that push boundaries and endless opportunities to work with some of the world’s most recognized brands. Our 43,000 employees are changing the world for the better, too, generously giving back to communities and causes around the globe.
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.
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.
With an inclusive culture, our employees – and the original thinking they bring to Kimberly-Clark – make us stronger. EOE disability/vet.
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.
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