Whitespace Sales Leader

Whitespace Sales Leader

Job Description

Position Summary

The Whitespace Sales Leader is responsible for driving sales, distribution expansion, and commercial execution across whitespace and developing markets including Philippines, Indonesia, Vietnam, and India. The position oversees distributor partners, Business Development Managers, and cross-functional teams to achieve sustainable growth in accordance with the organization’s objectives.

 This position plays a critical role in shaping route‑to‑market, optimizing trade investments, and building long‑term market capability for Kimberly‑Clark.

 

Key Responsibilities

1.

Sales & Distribution Leadership


* Develop and implement whitespace country sales and distribution strategies in alignment with overall business and regional objectives.


* Manage sales targets, selling systems, route‑to‑market productivity, and distributor performance KPIs.


* Monitor market execution, coverage, and operational effectiveness, ensuring compliance with K‑C commercial standards.


* Strengthen distributor capability and resource planning to support sustainable growth.

2.

Trade Marketing Execution


* Lead the execution of trade marketing programs, channel activities, and new product launches across whitespace markets.


* Optimize merchandising standards and ensure effective deployment of POSM to maximize visibility and in‑store conversion.


* Conduct ROI analysis for trade investments and recommend improvements to drive cost efficiency and commercial impact.

3.

Forecasting & Business Operations


* Deliver accurate monthly SKU‑level sales forecasts informed by market insights and distributor planning.


* Coordinate with Marketing, Finance, Customer Service, and Supply Chain to manage orders, inventory health, receivables, and promotional budgets.


* Ensure timely analytics, reporting accuracy, and compliance with internal commercial processes.

4.

Distributor Governance & Market Development


* Assess distributor financial health, organizational capability, operating effectiveness, and policy compliance.


* Lead regular business reviews covering sales KPIs, coverage, inventory, credit exposure, and investment plans.


* Recommend improvements to distributor models, coverage expansion, resource deployment, and structural efficiencies.

5.

People Leadership & Capability Building


* Train, coach, and develop Business Development Managers to strengthen execution excellence across markets.


* Build a high‑performing, motivated team with a strong pipeline for succession.


* Foster a culture of accountability, agility, collaboration, and continuous improvement.

6.

Cross‑Functional Collaboration & Strategic Alignment


* Partner with internal functions (Marketing, Finance, Supply Chain, HR, and Regional Sales) to refine commercial models and optimize whitespace market approaches.


* Provide strategic insights, market inte...