Apac Route to Market Leader

**Your Job**:
K-C APAC D&E is embarking on an exciting journey to establish a Route to Market team and is looking for a Leader having Route to Market experience. This position is expected to deliver world class Route to market Strategy & Implementation for KC D&E Markets.

Post Covid-19, the way customer / retailers buy and engage with organizations and brands have undergone a massive transformation. The purchase behavior or frequency changes present to us a top and a bottom line opportunity if RTM Transformation is enabled.

This role will report to Customer Development Director, KC APAC and require significant interaction with the priority market leaders, sales teams, finance and marketing teams. This role will also engage with the supply chain teams for step-changing the service and delivery patters. The role will requires a lot collaborating and influencing the country leadership team, multi-functional team and external partners (like Distributors and Retailers) team.

**Key Responsibilities captured in 4 buckets**:
**A) RTM Coverage Architecture**

**B) Distributor Management**

**C) Leveraging Technology in our ways of working**

**D) Capability Building of our Frontline Teams**

**A) RTM Coverage Architecture**

Conceptualize, Influence and Implement RTM Transformation for D&E Markets, Build Channel Vision with Strategic Picture of Success. Build an RTM Framework on re-designing coverage architecture to maximize throughout and efficiency. Over driving Top Stores; In D&E markets - Top 15% Stores Drive 80% Revenues (Maximizing Engagement and Business Delivery via Strong Channel Programs and Interventions) Work closely with the country leaders and Commercial teams in co-creating and implementing country RTM plans as per the agreed timelines Provides guidance and direction on RTM, Call plan effectiveness, sales automation/tracking etc. Develop Sales/RTM competency framework and deployment strategies. Identify and optimize new indirect channel opportunities to maximize top-line growth in target geographies.

**B) Distributor Management**

Plan and support the local markets Distributor Management Agenda (Including Consolidation and Expansion, Target Setting and Incentive planning along with cadence on JBP and Engagement) Establish measurements to monitor and track distributor effectiveness. Developing Distributor/Customer value propositions (CVP) and establishes best practices which build a clear competitive advantage for KC. Support sales and distributor management competence development of indirect channel managers and Field Account Managers. Ensure that channel partners comply with business strategy, policies, and objectives. Work Closely with commercial finance and sales team to design and partner on the Terms of Trade for Distributors and Top Customers.

**C) Leveraging Technology in our ways of working**

Using Technology to Eliminate Human Effort (Embarking on Person Independent Tech Solutions like Image Recognition for execution Tracking, Digital Routing for Optimizing Coverage, Leveraging Power Bis and other platforms to standardize Tracking and Execution of DPSM Agenda.

**D) Capability Building of our Frontline Teams**

Drive the capability build agenda to build a future ready sales force with clear actionable plans. Lift and Shift best practices across D&E in APAC and other global D&E markets to implement Best In Class Execution Develop a deep understanding of competitive activities and implement plans to exploit identified opportunities

**About Us**:
People have looked to **Kimberly-Clark** brands for more than 150 years and today we're proud to help over a billion people around the world cope, laugh, love and live every day. From the best nappies and baby wipes to the softest tissues, to the best supplies for business, we are constantly searching for new ways to make life better for our consumers, our customers and our planet.

Our leading consumer brands like the Kleenex, Huggies, VIVA, U by Kotex, Poise, Depend brands improve the lives of people around the world.
- Kimberly-Clark proudly leads the way in providing better care for a better world. _

**About You**:

- At least 12-14 Years of experience in Sales and RTM transformation, design, implementation with Top Tier Consumer Goods (CPG)
- Both sales and channel / trade marketing experience handling large customers & categories would be preferred.
- Experience across a multiple of channels (MT and General Trade) preferred.
- Ideally have worked as Regional Sales Manager or Sales Manager of a Market with people management experience to appreciate the “On Ground Ways of Working”
- Strong analytical skills and familiarity with RTM Planning.
- Strong skills in leadership, collaboration, influencing, analysis and communication
- Ability to thrive & be agile in ambiguous and unstructured environments.
- Strong Powerpoint and Excel Skills are needed.
- Fluency and excellent communication skills in English

**What’s on offer**:
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