Head of Sales, National Distributors - Kimberly-Clark Professional, North America

$240,000 - $280,000/Yr

Kimberly-Clark - Atlanta, GA

Full-time - Senior

Atlanta, GA

10,001+ employees

Paper Manufacturing

About the position

The Head of Sales, National Distributors at Kimberly-Clark Professional is a pivotal role responsible for leading a team of Senior Channel Managers and an Associate Director of Channel Management. This position is crucial in setting the strategic direction for sales growth and ensuring exceptional service delivery to Kimberly-Clark Professional's most significant national distribution customers. The individual in this role will maintain and grow relationships with key customers, demonstrating exceptional leadership to inspire a team of Senior Business Development Managers to achieve outstanding results. In this role, you will provide leadership and direction to your team, ensuring alignment with the company's strategic objectives and sales targets. Collaboration with leadership across the organization is essential to drive the successful execution of key initiatives with partners. As a senior member of the leadership team for Business Development and overall sales, you will drive the KCP Go-to-Market strategy and execution. Leveraging your relationship skills and industry knowledge, you will strategize and execute on how KCP can continually grow its channel sales and partnerships. You will be responsible for developing and maintaining strong relationships with key national distribution customers, aligning Kimberly-Clark's offerings to their strategic priorities. Additionally, you will drive the development and execution of strategic account plans to achieve sales revenue and profitability targets. Collaborating with cross-functional teams will ensure a coordinated approach to customer management, leveraging the full capabilities of Kimberly-Clark Professional. You will also oversee the management of the revenue pipeline, ensuring accurate forecasting and reporting while addressing the need for alternative tracking methods. This role is responsible for approximately $1B in sales revenue and managing a team of 6-8 direct reports plus 1 Associate Director of Channel with 4-5 direct reports.

Responsibilities

• Lead a team of Senior Channel Managers and an Associate Director, Channel Management.
• Set the strategic direction for sales growth and ensure exceptional service delivery to key national distribution customers.
• Maintain and grow relationships with Kimberly-Clark Professional's key customers.
• Inspire a team of Senior Business Development Managers to achieve exceptional results.
• Provide leadership and direction to the team, ensuring alignment with the company's strategic objectives and sales targets.
• Collaborate with leadership across the organization to drive successful execution of key initiatives with partners.
• Drive the KCP Go-to-Market strategy and execution as a senior member of the leadership team for Business Development and overall sales.
• Leverage relationship skills and industry knowledge to strategize and execute on channel sales and partnerships growth.
• Develop and maintain strong relationships with key national distribution customers, aligning offerings to their strategic priorities.
• Drive the development and execution of strategic account plans to achieve sales revenue and profitability targets.
• Collaborate with cross-functional teams to ensure a coordinated approach to customer management.
• Maintain and update the revenue pipeline data in Salesforce CRM and PRM, providing regular forecasts to the sales team.
• Upskill the existing team with the intention to scale quickly rather than build from scratch.
• Monitor and analyze market trends, customer performance, and competitive activities to inform strategic decisions and identify growth opportunities.
• Oversee the management of the revenue pipeline, ensuring accurate forecasting and reporting.

Requirements

• Bachelor's degree with considerable experience in sales, category management, or a related field.
• 10+ years of leading sales organizations, preferably in a high-growth environment.
• Ability to think creatively and develop innovative, best-in-class solutions.
• Experience building and developing a holistic partnership strategy and organization, focused on strategic partners.
• Proven history of driving growth through channel partners and building relationships with counterparts at partner organizations.
• Demonstrated leadership ability with experience managing leaders and senior sales professionals.
• Strong analytical capabilities and a fact-based approach to develop effective solutions to business issues.
• Excellent relationship-building, negotiation, and communication skills.
• A deep understanding of the distribution channel and customer dynamics.
• Strong business acumen and data management skills.
• Action orientation and drive for results with a sense of urgency to achieve measurable outcomes.
• Adaptability to a fast-moving business environment.

Nice-to-haves

• Experience in a similar role within the consumer goods industry.
• Familiarity with Salesforce CRM and PRM systems.
• Advanced degree in business or related field.

Benefits

• Competitive salary range of $240,000-$280,000 plus bonus potential.
• Comprehensive health insurance coverage.
• Retirement savings plan with 401(k) options.
• Paid time off and holidays.
• Relocation assistance for the chosen candidate.
• Professional development opportunities.
• Employee discounts on products and services.