Senior Key Account Business Development Manager

📋 Description

• • Lead end-to-end enterprise growth for Kimberly-Clark Professional (KCP) by acquiring and scaling nationally controlled, multi-location accounts with a minimum $4M target opportunity size, driving new revenue and profitability goals.
• • Define and execute go-to-market strategies for KCP’s iconic brands, including direct and distributor channel sales, with a primary focus on Onvation®—KCP’s market-leading IoT smart restroom software solution.
• • Build, manage, and advance a rigorous Salesforce.com opportunity pipeline by capturing key contacts, activities, and interactions to move complex enterprise accounts from prospecting to closed-won status.
• • Conduct senior-level C-suite presentations, structured closing motions, and appointment setting using advanced analytics and digital selling techniques, including LinkedIn and social selling tools.
• • Negotiate national enterprise contracts, including pricing strategies, price increases, and compliance-driven proposals aligned to business team programs and financial objectives.
• • Partner with Key Account Managers (KAMs) to commercialize local successes into national campaigns, targeting strategies, and forecasting models that scale revenue across regions.
• • Drive Onvation® account acquisition and recurring revenue growth by establishing joint target accounts, managing enterprise contract management, and representing KCP at industry trade shows and associations.
• • Champion cross-selling of Kimberly-Clark’s consumer brands (e.g., Huggies®, Kleenex®, Cottonelle®) within key enterprise accounts by collaborating with category and consumer product teams.
• • Utilize Salesforce.com, Microsoft Excel, and PowerPoint for pipeline hygiene, forecasting accuracy, executive storytelling, and deal governance with high data integrity.
• • Collaborate in a matrixed environment with Corporate Marketing, Category, Segment, Finance, and field sales teams to align commercial initiatives and share market-segment insights.
• • Mentor the broader sales organization by contributing intelligence on market trends, customer challenges, and competitive dynamics.
• • Maintain strict compliance with corporate policies, systems, and programs while ensuring ethical and regulatory adherence in all sales activities.
• • Travel up to 40–50% nationally or regionally to engage with key accounts, attend industry events, and support on-site client implementations.
• • Contribute to business model development for Onvation® by expanding its value proposition across industries and identifying new segmentation opportunities for IoT-enabled solutions.
• • Apply business acumen and analytical reasoning to translate financial insights into strategic decisions, using data to tell compelling stories to internal stakeholders and external clients.
• • Demonstrate fluency in IoT/PropTech trends, technology-enabled value selling, and digital sales enablement to drive adoption of Onvation® and related smart solutions.
• • Engage in proactive customer planning and channel partner engagement, developing strategic account plans that align with client needs and KCP’s growth objectives.
• • Operate with a results-oriented mindset, exhibiting resilience, competitiveness, emotional intelligence, and active learning in a dynamic, high-performance culture.