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 position oversees distributor partners Business Development Managers and cross-functional teams to achieve sustainable growth in accordance with the organizations objectives. This position plays a critical role in shaping routetomarket optimizing trade investments and building longterm market capability for KimberlyClark.

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 routetomarket productivity and distributor performance KPIs.

• Monitor market execution coverage and operational effectiveness ensuring compliance with KC 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 instore conversion.

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

3. Forecasting & Business Operations

• Deliver accurate monthly SKUlevel 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 highperforming motivated team with a strong pipeline for succession.

• Foster a culture of accountability agility collaboration and continuous improvement.

6. CrossFunctional 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 intelligence and distributor capability assessments to upper management to guide decisionmaking and longterm planning.

Qualifications

Education & Experience

• Bachelors degree in Business Administration Marketing or related field.

• Minimum 7 years of experience in FMCG with 5 years in sales management distributor management or market development roles.

Skills & Competencies

• Strong proficiency in spoken and written English.

• Excellent analytical strategic thinking and problemsolving skills.

• Proven leadership in coaching mentoring and developing teams across different markets.

• Strong interpersonal communication stakeholdermanagement and negotiation capability.

• Deep understanding of trade marketing strategy channel execution and routetomarket development.

• High integrity adaptability innovation mindset resilience and strong commercial acumen.

Primary Location

Additional Locations

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