Senior Key Account Business Development Manager

Senior Key Account Business Development Manager

Job Description

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. 

This role leads end-to-end enterprise growth across Kimberly-Clark Professional (KCP) by acquiring and scaling centrally controlled, multi-location national accounts with an added focus supporting Onvation®—KCP’s market-leading smart restroom (IoT) software solution, and championing consumer product cross selling supporting Key Accounts. In this role you will define and execute go-to-market strategies, negotiate national contracts, build and advance a rigorous Salesforce pipeline, and ensure post-sale adoption and customer success—operating in a matrix with Corporate Marketing, Category, Segment, Finance, and field sales partners.

In this role you will:

Enterprise New-Business Acquisition & Market Penetration

• Identify, qualify, and convert significant national end-user opportunities with a dollar size over $4M target opportunity into new enterprise accounts; lead negotiation of new agreements and achieve sales volume and profitability goals.
• Establish and advance a Salesforce.com opportunity pipeline, capturing key contacts, activities, and interactions to move target accounts through the sales cycle to closed won.
• Prospect with advanced analytics and digital selling; run senior-level appointment setting, C-suite presentations, and structured closing motions.
• Align with Key Account Managers (KAMs) to build commercialization campaigns, targeting strategies, and forecasting that scale local successes nationally.
• Shape pricing strategies (incl. increases) and compliance-driven proposals aligned to business team programs.

Onvation® (IoT) Enterprise Sales Leadership & Customer Success

• Implement Key Account/regional Onvation® programs, managing major contract price negotiations and enterprise contract management in target accounts (direct and via distributors).
• Drive account acquisition for Onvation®; establish joint target accounts and strategies to accelerate Key account growth and recurring revenue.
• Contribute to business model development and value offering to expand Onvation® across segments/industries; represent KCP at trade shows and in relevant associations to stay current on IoT trends and client challenges.
• Manage results through robust Salesforce CRM discipline; maintain a measurable Onvation® pipeline and outcomes.

Cross-Functional & Matrix Collaboration

• Report to the Onvation® Sales Leader while collaborating tightly with Key Account and Regional Sales teams on negotiation and implementation across appointed regions.
• Work in close concert with Corporate Marketing, Category, Segment, and Finance; mentor the broader sales organization by sharing market-segment insights.

Consumer Product Focus

• Partner with category and consumer teams to develop appropriate cross selling strategies in Key Accounts.
• Leverage consumer product portfolio in driving new Key Account business and expanding portfolios of existing accounts.

Governance, Reporting & Operational Excellence

• Utilize Salesforce.com and Microsoft tools (Excel, PowerPoint) for pipeline hygiene, forecasting, executive storytelling, and deal governance.
• Maintain integrity and compliance with corporate and sector policies, systems, practices, and programs.

Travel

• National/regional travel up to ~40–50% based on business needs.

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 more than 150 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:

• Bachelor’s degree; 6+ years of directly relevant industry experience preferred

• 4+ years of demonstrated success in sales, including a proven track record of closing large enterprise accounts with senior-level decision makers and delivering measurable new revenue. 

• Proficiency with Salesforce.com and PC applications (Windows, Word, Excel, PowerPoint); strong interpersonal and communication skills; evidence of ongoing professional growth.

• Strong C-suite presentation skills and business operations/financial acumen.

Preferred Qualifications

• Adept at bridging business and technology, solving problems that span both domains (IoT/PropTech + enterprise commercial).

• Demonstrated success working cross-functionally and building relationships in a matrix environment and externally; KCP knowledge/experience preferred.

• Jan/San industry sales experience; top-decile sales performance; expertise in digital selling, social selling tools, and contact management.

Core Competencies & Mindsets

• Business Development & Digital Selling (LinkedIn/social selling; appointment setting; senior presentations; closing).

• eCommerce Enablement (designing online/offline journeys to drive conversion).

• Pricing Strategy & Negotiation (new business pricing; price increases; alignment & relationship-building).

• Campaign & Pipeline Management (advance targets through SFDC to closed-won).

• Customer Planning & Strategy (channel partner engagement; proactive plans).

• IoT/PropTech Orientation (technology-enabled value selling; industry participation and trend fluency).

• Business Acumen & Analytical Reasoning (data fluency; financial insights; storytelling with internal/external data).

• Influence & Results Orientation; Networking, Agility, Resilience, Competitive drive, Active learning, Emotional intelligence.

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 www.mykcbenefits.com.
 

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 careers website.

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, which is why we seek to build a workforce that encompasses 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. 

Veterans and members of the Reserve and Guard are highly encouraged to apply.

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.

#LI-Remote

 Salary Range: 111,140 – 137,220 USD At Kimberly-Clark, pay is just one aspect of our total rewards package, which also includes a variety of benefits and opportunities to achieve, thrive and grow. Along with base pay, this position offers eligibility for a target bonus and a comprehensive benefits suite, including our 401(k) and Profit Sharing plan. The anticipated base pay range for this role is provided above for a fully qualified hire. Actual pay will depend on several factors, such as location, role, skills, performance, and experience. Please note that the stated pay range applies to US locations only.

Primary LocationUSA-REMOTE

Additional Locations

Worker TypeEmployee

Worker Sub-TypeRegular

Time TypeFull time