Associate Director, Omni Channel - MY & SG
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Job Description
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.
Role Accountabilities & Responsibilities:
The Associate Director, Omni Channel – MY & SG role is a senior leader and a member of the Malaysia-Singapore (MY-SG) Consumer Leadership Team. The role leads the entire Modern Trade & E-Commerce (Omni Channel) organization both account management and operations teams. The Omni Channel team is a high-performing team and this is a significant and high-visibility leadership position, expected to demonstrate the spark, agility, functional skills, entrepreneurial spirit and maturity to grow the business and people. The position requires strong leadership ability, with in-depth cross-channel knowledge of both offline and online Sales, Customer Management and Shopper marketing. The role is responsible for developing and executing Sales strategies aimed at achieving agreed Sales, market-share and earnings objectives. Incumbent is tasked to lead, direct and coach the different consumer Sales functions towards the achievement of said objectives. He / she is also responsible for developing and driving the implementation of the Omni Channel organization’s OGSIM (Objective, Goals, Strategies & Measures) year on year while developing organizational capability and competencies critical to the achievement of the Omni Channel organizational goals and strategic directions.
1. OVERALL -LEADERSHIP AND BUSINESS OBJECTIVES DELIVERY
- STRATEGY:
- Define the 3-5-year strategic offline and online Sales Plan and high-level channel and category priorities to ensure K-C wins in market
- Develop and deploy the annual strategic Sales Plan in alignment with regional and local strategic objectives to deliver country targets
- Identify channel-wise short and long-term priority areas and align the entire Omni Channel org behind key priorities
- Co-develop and define the execution of Sales RGM strategies (in collaboration with RGM and Customer Strategy Development counterparts).
- LEADERSHIP:
- Lead and motivate the MYSG Modern Trade & E-Commerce organization to deliver country volume targets across sectors
- Provide strong direction and problem-solving guidance to customer Sales, trade marketing and Sales ops teams in executing their day-to-day work
- Collaborate with other channel counterparts to deliver balanced and equitable sales delivery across channels.
- EXECUTION:
- Deliver topline (Gross & Net Sales Value), volume and market-share growth, in-line with overall company objectives – across sectors and across channels
- Manage Trade Spend budgets; cascade trade spend targets and maintain tight controls
- Set stretch Sales targets across the Modern Trade & E-Commerce organization; Monitor progress vs. objectives
- Develop, review and approve country demand forecast at granular level of detail (Customer, SKU, Geography)
- Set measurable Sales-execution targets (DPSM – Distribution, Pricing, Shelving and Merchandising), track execution and implement action plans to correct execution, where necessary
- Demonstrate and foster entrepreneurial spirit by continuously identifying, addressing and executing on identified opportunities and mitigation of risks
2. DISTRIBUTION:
- Distribution - Lead development of plan to optimize KC Reach / Coverage; establish coverage, calls / day and effective calls / day (productivity) targets; establish work plans and monitor achievement.
- Availability - Lead development, review and approval of priority code lists by customer type and monitor compliance.
- Optimal Customer Service - Lead the review and approval of the Modern Trade and E-Commerce Sales monthly and quarterly forecast. Collaborates with the Supply Chain team for the delivery.
3. CONSUMER / SHOPPER / CUSTOMER
- Category Management - Lead and be functionally responsible for in-country implementation and maximization of the K-C Category Management Process, Category Management Solutions with internal & external customers. Review and approve shopper research strategy and implementation.
- In-store Activation and Promotions – Ability to conceptualize and design in-store category programs and promotions, leveraging channel-specific (Hyper, Mini, Pharma etc.) insights; accountable for the deployment of effective local activation plans and promotions; Responsible for control of Trade Promotion Funds
- Merchandising - Accountable for the development and deployment of in-store merchandising, ability to work with third-parties to design creative solutions, control of merchandising funds.
- Demonstrated expertise in customer and shopper marketing across different channels.
4. CUSTOMER MANAGEMENT
- Trading Terms: Lead the development, review and approval of Local Customer's Trading Terms and provide inputs for Global & Regional Customers' Trading Terms. Demonstrated expertise across online and offline sales in previous experiences.
- Business Planning and Review: Lead the implementation of Joint Business Planning process, Category Trade Plan, POP initiatives / materials, maintenance of customer profiles, local customer business planning, regional and local customer business reviews; long term strategic planning, process and evaluation.
- Jointly lead the development and review of channel/customer insights, provides knowledge leadership to the teams and develops recommendations to elevate the performance and engagement with key retailer partners.
- Customer Relationship Management: manage Company’s relationship with customers with an emphasis on developing new business opportunities. Establish strategic, cross-functional relationships and regular dialogue with key customers.
- Trade Communication: Lead the development, review and approval of the Trade Communication Plan, customer Database setup and action plans.
- Trade Pricing: Lead the development, review, approval and endorsement of the trade pricing strategy, trade competitive response plans, competitive price actions plan and recommendations for the channel.
- Channel / Customer Profitability Management: Lead the implementation of ROI analysis for key / strategic customers (Baseline vs. Incremental profit) through effective utilization of Nielsen, retailer scanned data and SAP systems/tools to optimize trade investment strategies.
- Market Intelligence: Inform all key stakeholders on trade and competitive intelligence and provide recommendations.
5. ORGANIZATION DEVELOPMENT: This role shall co-lead and develop K-C’s Sales organization and employee skills and capabilities in collaboration with General Trade, CSD and Human Resource in order to deliver a high-performing Sales organization.
- Training & Development: Lead the development, review and approval of the MT Training and Development program curriculum, budget, Training Roadmap, individual training plans. Review individual training plans progress. Coach direct reports and the broader team to excel in their core functional and behavioral skills
- Performance Management: Ensure the full utilization and compliance with the KC mandated Performance & Development process for all consumer Sales staff, and use of the Consumer Sales CSK (Competency, Skill and Knowledge) process.
- Career & Succession Plan: Lead the development, review and approval of the Consumer Sales career development structure, maintenance of Consumer Sales succession plan and individual career plans. Identify high-potential talent and define a career management roadmap
- Recruitment: Lead the periodic review of CSK (Competency Skill and Knowledge). Utilize corporate recruitment policy and oversee Consumer Sales manpower planning.
- Talent Management: Lead the process / plan of selecting and developing the best leadership talent to achieve KCC Leadership Agenda and the Global Business Plan; plan to drive a high-performance culture through PD process and reward practices; and plan to build a talent pipeline that will deliver the Change Roadmap and KCC Leadership Agenda.
- Organization Structure: Lead the development, review and approval of the Modern Trade and E-Commerce Sales Organization Structure and headcount.
- Compensation & Benefits: Co-lead the development, review and approval of the Compensation & Benefits for Consumer Sales and Sales incentive principles.
About Us
Huggies. Kleenex. Cottonelle. Scott. Kotex. Poise. Depend. 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
- A minimum of Bachelor's degree. At least 8 years’ experience in a Fast Moving Consumer Goods Business.
- Proven expertise and record of success in the Sales function, including minimum 5 years’ experience in Sales leadership positions (overseeing success of high-performing teams).
- Knowledge of all aspects of the Omni Channel retail environment. Prior experiences in E-Commerce, General Trade, Category and Sales Development are plus points.
- Strong leadership, communication and interpersonal skills – ability to communicate with enthusiasm and impact.
- Strong analytical skills – ability to guide team sharply to identify challenges, opportunities and risks and come up with solutions. High degree of comfort with analyzing data and making data-driven decisions
- Ability to handle multiple priorities and tight time demands, self-motivated, highly performance driven individual with agility and adaptability to create strategic direction for the team are likely to enjoy and be successful in this role.
- Strong competencies with PC-based applications (Windows, Words, Excel and PowerPoint) required
Total Benefits
Here are just a few of the benefits you’d enjoy working in this role for Kimberly-Clark. For a complete overview, see .
Great support for good health with medical, dental, and vision coverage options with no waiting periods or pre-existing condition restrictions. Access to an on-site fitness center, occupational health nurse, and allowances for high-quality safety equipment.
Flexible Savings and spending accounts to maximize health care options and stretch dollars when caring for yourself or dependents.
Diverse income protection insurance options to protect yourself and your family in case of illness, injury, or other unexpected events.
Additional programs and support to continue your education, adopt a child, relocate, or even find temporary childcare.
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 .
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.
Employment is subject to verification of pre-screening tests, which may include drug screening, background check, and DMV check.
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.
