Associate Director, Revenue Growth Management

Company: Kimberly-Clark
Location: Chicago
Posted on: November 23, 2021

Job Description:

Associate Director, Revenue Growth Management

**Job Description**

We're looking for original thinkers, idea makers and disrupters. *Are you ready?*

At Kimberly-Clark, original thinking is about groundbreaking innovation. It's also about creative problem solving, agile responses to change, and advancing new ideas while advancing your career. Come join us at our brand new * North American Commercial Center * , located in Chicago, Illinois.

We are driven in our *caring culture* and offer excellent benefits, paid time off, and a flexible working environment. After all, this is all about *you*!

* Overview of the Role: *

Lead best-in-class analytics & ambitious recommendations which deliver 3% annual net sales value to the Kimberly-Clark business across RGM levers of price, mix, Pack & Price Architecture and Gross To Net. Drive fast decision-making with fact-based recommendations holistic of consumer, category, competition & customer insights. Partner with Brand GMs to enable Brand Strategies through all RGM levers. Have a clear understanding of retailer sell-in and execution to maximize revenue generation initiatives. Lead the team to ensure delivery of current year and long term, strategic RGM roadmap including the multi-year RGM initiative pipeline that meets or exceeds revenue targets aligning to brand plans and customer strategies.

* Overall Responsibilities: *

* Lead a team of two to drive delivery of 3% annual net sales value via RGM levers of price, mix, pack price architecture and gross to net
* Ensure the delivery of high-quality analysis & drive fast decision making of RGM opportunities via price accretive actions across the RGM levers
* Deliver current year RGM business objectives including gap closure or contingency planning
* Ensures a 3+ year pipeline of RGM initiatives delivering 2%-3% Operating Profit to the business
* Lead Price Strategy projects with analytics in category, competitor, customer & consumer
* Understand Channel pricing relationships and develop solutions to reduce channel conflict
* Shape and deliver Brand's price strategy principles of:
* Suggested retail pricing (e.g., SRP, EDLP pricing, Promoted Pricing)
* Promotion Strategy by brand (depth, frequency, duration, promoted partners)
* List price & trade structures enabling retail strategies
* Discount Curves

* Actively contribute to Brand innovation with accountability for pricing insights & recommendations
* Partner with Sales to identify & address executional barriers prior to deployment of price strategy or RGM initiatives


* ESSENTIAL FUNCTIONS **: *

* *Talent Building*
* Clear communication skills and ability to set a vision and objectives of initiatives
* Prioritize, support & build the skills and capabilities of team while ensuring delivery of RGM objectives for the assigned Brand(s)
* Proactively enhance the organization's acumen around pricing considerations
* Collaborate within and outside of RGM to drive best in class practices and efficiencies




* *Price Analytics*
* Strong analytic skills and knowledge of leading techniques in analyzing consumer, category, customer & competitive data
* Understanding of customer economics and sensitivities to enable win/win RGM proposals - margins, price gaps, economics, price sensitives, promotional strategies, PL
* Price & Volume impact analysis leveraging different elasticity factors (e.g., primary product, cross-product, cross-customer) or econometric tools and their application to business problems




* *Category Price Management: *
* Expert of the category articulating the role of pricing and promotion to consumer behavior and the business
* Evaluate competitor pricing strategies and analyze impact to KC brands, developing recommendations to address business impacts
* Support pricing related elements of the Annual Operating Process and assist with pricing related customer challenges or opportunities




* *Operational Pricing*
* Establish the pricing framework, guidelines, and discount curves needed to allow for efficient decision making aligned to brand strategies
* Integrate established pricing guidelines into the introduction of new SKU's developing all pricing elements and securing approval of Brand leadership
* Leverage internal and external data sources in the creation of statistical and analytic reviews of the pricing strategy, revenue optimization and promotional price activity
* Develop and communicate the strategic, financial and administrative implications of proposed pricing approach
* Collaborate with Finance Partners (Brand or Customer) to quantify the 'cost of the plan' in terms of trade investment needed to execute promotional strategies
* Partner with Sales and Finance teams to ensure trade enables the everyday and promoted price strategies and associated financial objectives



* Qualifications/Education/Experience Required *:

* * Education *: Minimum Bachelor's degree; Preferred: Advanced degree in business, finance, economics, or analytics.
* * Demonstrated Performance *:
* 10+ years demonstrated track record across multi-category CPG companies with known quality RGM functions or direct RGM consulting experience across multiple clients.
* Demonstrated leadership success of building talent and capabilities within the cultural fit of a company with the team meeting or exceeding results
* Expertise across multiple retail channels, including brick & mortar and omni-channel.
* Direct retail sales experience with record of successful customer sell-in and influencing.
* Success in managing complex projects partnering cross-functionally within large scale, multi-category businesses (either Insights/Analytics, Cat-Man, Brand/Trade Mktg) which delivered, or exceeded, timeline and results

* * Leadership skills *: Strength in bringing together multiple functions to achieve results and drive recommendations with Senior Management
* * Communication skills *: Strong written and verbal communication skills. Ability to actively participate in group discussions with individuals from various functions within the organization
* * Strong Analytical skills *: Exceptional analytical skills including ability to proactively outline approach & fact base required for a business problem or opportunity.
* * Strategic Thinking *: Strong conceptual thinking skills and basic understanding of marketing strategies and market research


* ORGANIZATIONAL RELATIONSHIPS **:*

* Leads team of two for assigned business/brand(s)
* Reports to the Director, Revenue Growth Management for the assigned Business Unit
* Works closely with Category Management, Brand Marketing, Insights & Analytics, BU Sales, Brand Finance and Customer Development Finance


* WORKING CONDITIONS **:*

* Position is located in Kimberly-Clark's campus in Chicago, IL
* Ability to travel no more that 10% of the time.


Kimberly-Clark and its well-known global brands are an indispensable part of life for people in more than 175 countries. Every day, 1.3 billion people - nearly a quarter of the world's population - trust K-C brands and the solutions they provide to enhance their health, hygiene, and well-being. With brands such as Kleenex, Scott, Huggies, Pull-Ups, Kotex, and Depend, Kimberly-Clark holds No.1 or No. 2 share positions in more than 80 countries. With more than 140 years of history of innovation, we believe in recruiting the best people and empowering them do their best work. If fresh thinking and a passion to win inspire you, come Unleash Your Power at Kimberly-Clark.

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.

K-C requires that an employee have authorization to work in the country in which the role is based. In the event an applicant does not have current work authorization, K-C will determine, in its sole discretion, whether to sponsor an individual for work authorization. However, based on immigration requirements, not all roles are suitable for sponsorship.

This position is subject to drug and alcohol testing, including pre-employment testing.

*Global VISA and Relocation Specifications:*

**Primary Location**

USA-IL-Chicago

**Additional Locations**

**Worker Type**

Employee

**Worker Sub-Type**

Regular

**Time Type**

Full time

Keywords: Kimberly-Clark, Chicago , Associate Director, Revenue Growth Management, Executive , Chicago, Illinois