Job Description

The position can be located anywhere in the Central to West Region of the United States.

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 your sales role, you’ll help us deliver better care for billions of people around the world.

Summary:

National Accounts Consultant (NAC)- Industrial/ Manufacturing will be a new business development role that consistently achieves or exceeds new business acquisition and market segment penetration, sales volume, and profitability goals; the incumbent spends the majority of time identifying, developing and capitalizing on significant new National Account end user opportunities. These end users are typically characterized as centrally controlled, multi-location and high-volume customers which establish national pricing contracts at a HQ location to service all their locations.

The NAC will be responsible for creating strategies and executing plans to move identified & qualified target accounts to active opportunities. Target accounts will be identified through resources including but not limited to marketing leads, collaboration with distribution partners, expanding local account business on a national scale, and independent lead generation activity. The NAC will continuously deliver new revenue for the organization by effectively moving End Users from qualified target accounts to new National Account Customers. The NAC will work in close concert with National Account Managers (NAMs), Business Development Managers (BDM’s), Customer Marketing Manager and Digital Sales Team to align to the overall Industrial/Manufacturing National Accounts business.

NAC’s research relevant market segment trends, insights, and issues through various End User segment focused publications, industry associations and other insight resources in preparation for discussions with qualified target accounts.

This position manages activities with complete integrity and in accordance with Corporate and Sector policies, systems, practices, and programs.

National and regional travel up to 50% of the time could be required. A company car is not provided, but business travel mileage can be expensed at the current Federal rate per current tax laws.

Responsibilities

New Business Acquisition:

• Continuously deliver new revenue for the organization by effectively moving End Users from qualified target accounts to new National Account Customers.

• Establish Salesforce.com opportunity pipeline, advancing qualified target accounts through sales cycle

• Utilize Salesforce.com to manage and maintain information including key contacts, activities, and interactions.

• Align to business teams to create programs with compliance driven proposals

• Coordinate with NAM to develop commercialization campaigns and forecasting

• Proactively engage with Distributor NAM’s /Corporate Accounts Managers

Requirements

• Utilization of Salesforce.com to capture and track activities

• Utilize data as a source of competitive advantage to generate opportunities

• Proven track record with closing large accounts with senior level decision makers

• Proficient use of contact management, social selling tools and salesforce.com

• Effective at appointment setting, senior level presentations and closing new business

• Successful senior level presentation creation and communication skills

• Ongoing career development of selling and relationship building

• Maintaining relevant knowledge within Industrial/Manufacturing end user segments to establish credibility

• Establish relationships through developing consistent interactions at all levels by using a variety of tools and techniques

Minimum Qualifications:

• Minimum of 4 years of demonstrated success in sales

• Strong oral and written communications skills

• Demonstrate strong persuasive and closing skills

• Strong presentation skills in C-Suite environments

• Demonstrable skills and proficiency in Salesforce.com, Microsoft applications Excel and PowerPoint

• Evidence of continued personal and professional growth and development

Preferred Qualifications:

• KCP knowledge and experience

• Extensive knowledge of Industrial/Manufacturing End User segments

• Top 10% performance of salesforce

• Industrial/Manufacturing sales experience preferred

Functional Skills/Competencies/Mindsets:

Business Development: Proficient use of contact prospecting management tools such as, LinkedIn and other social selling tools and salesforce.com. Effective at appointment setting, senior level presentations and closing new business

Digital Selling: Leverage digital technology platforms to communicate to prospective end user opportunities, generate interest, conduct virtual meeting, build business opportunities and relationships. Utilize data as a source of competitive advantage to generate opportunities

eCommerce: Leverage end-user online and offline channels to create a seamless ecommerce experience that turns end-users into online buyers

Pricing Strategy: Pricing new business and taking price increases

Campaign & Pipeline Management Develop campaigns and move targeted end users through SFDC sales process to successful “closed won” status

Customer Planning & Strategy Engage specific channel partners and new end-users on proactive and collaborative business planning

Negotiation Ability to achieve alignment between two parties while enhancing business results and building positive relationships

Business Acumen Ability to apply financial insights to guide decision-making; ability to use internal and external data to craft a compelling story to respond to opportunities

Influence: Utilize persuasive selling (conventional & digital) and communication skills to influence customers and internal stakeholders

Results Orientation: Drive to win; makes courageous decisions to drive sales results with new and existing customers

Networking: Builds a broad network of relationships to generate leads and provide inroads into potential customers

Agility: Adapts to new situations quickly; takes calculated risks

Relationship-oriented: Builds broad network and strong relationships

Propensity for Action: Sense of urgency to get work accomplished

Proactive: Takes initiative; self-driven

Resiliency: Overcome obstacles; perseverance for long sales cycles

Competitive: Achievement motivation; driven to win

Active Learning: Ability & desire to learn quickly, fail fast and apply learning

Active Listening/ Emotional Intelligence: Aware of others’ emotions; uses emotional information to guide thinking and behavior

Analytical Reasoning: Data fluency; deriving insights from financial and market data

Total Benefits:

Here are a few of the benefits you’d enjoy. For a complete overview, see www.mykcbenefits.com.

• Great support for good health with medical, dental, and vision coverage options. 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.

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.

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