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Market Development Manager

2 weeks ago

Jakarta, Indonesia Kimberly-Clark Full time

Market Development Manager

The incumbent will be responsible for the sales development, especially acquiring new business within the assigned territory. He/She is responsible and accountable for driving the distributors to acquire new business as well as the country’s profitability. He/She engages with all levels of customers’ organization (including senior management) to understand customers’ buying behaviors, preference, business dynamics and challenges, and proactively pull together relevant internal resources to formulate strategies to leverage on these insights. All sales personnel are required to deliver insights identified by Kimberly-Clark Professional’s commercial program team, to the customers, providing them with new outlook and trends. He/she will work collaboratively with the team to develop a winning culture and embed the culture of accountability in daily activities.

He/She will also liaise with internal or external Customer Service team to ensure prompt servicing of these accounts and address any potential matters that occur.

The incumbent will also have opportunities to collaborate with other sales leaders, market activation manager, regional’s and central marketing leads and Global Key Account team to influence the necessary decisions and programs to support the growth of the Strategic Key Accounts in Eastern Indonesia and enhance customer experience with Kimberly-Clark Professional*.

**JOB ACCOUNTABILITIES**

Ensures quality and quantity of face to face meetings with Top Key end-users

Continuously drives account profitability.

Will liaise with internal Customer Service team to ensure prompt servicing of the distributors / end users and address any potential matters that occur along with DSO conformance.

Consistently upselling the customer with different KCP brands and product lines, securing deeper Share of Wallet for Kimberly-Clark Professional*

In charge of own sales capability. Embed Challenger Selling Skills in all sales calls. Actively be engaged in coaching calls and work on feedback from KCP Business Capability Manager

Constantly supports market audit initiated by Marketing team or regional team on request as to identify market potential, feedback the dynamic customers’ preference and competitive environment.

Develops and maintains sound relationship with distributors’ sales personnel to incorporate K-CP conceptual selling approach, product knowledge and shorten the sales cycle in generating new sales.

Works with the team to develop a winning culture and embeds culture of accountability in daily activities

Communicates efficiently and effectively to superior and colleagues. Establishes sound relationship with distributors’ personnel, colleagues of various internal departments.

**JOB DIMENSIONS**

New Business

Key Account Management

Region’s Invoiced Sales Value

Country Net Sales Value

Sales Mix Objective

Expense Budget to drive the achievement of Country’s OP Budget

**KEY CUSTOMERS**

Internal: Cluster General Manager, Country’s Commercial Leader, Distributor & Key Account Development Manager, Area Manager, Market Activation Manager, Regional and Central Marketing team, Commercial Excellence Team including Business Capability Manager and Cluster CRM Manager, Global Key Accounts Team, and Shared Functions Teams (HR, Supply Chain, Product Supply, Finance).

External: Distributors, end-users, Industry associations.

**QUALIFICATIONS**

University degree preferably with business focus. 5 - 7 year sales experience in business-to-business environment or non-retail sales position. **Have some experience in leading a sales team and managing strategic key accounts**. **Project management experience and/or qualification is an added advantage.** Result Oriented, Outgoing personality, presentable. Fluent Bahasa and English. Computer literacy and familiar with Excel, Microsoft Word.

**Global VISA and Relocation Specifications**:
**Primary Location**: Indonesia - Jakarta

**Additional Locations**:
**Worker Type**: Employee

**Worker Sub-Type**: Regular

**Time Type**: Full time