Director Business Unit Revenue Growth Management

Director Business Unit Revenue Growth Management

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. 

KCNA is in the process of leading an end-to-end growth transformation, and Revenue Management is critical capability to the success of KCNA by delivering fuel for growth.  Reflecting this new importance, this position will report directly to the Vice President of Revenue Management for KCNA. This leader will be a key partner to the Business Unit President, and the Brand leaders.

This leader will direct all Revenue Management functions to establish Kimberly-Clark’s position in the market with clear price, package, channel, and portfolio architectures.  Leads the development within a critical business unit of end-to-end brand pricing strategies, price pack, and commercialization strategies in partnership with Brand Marketing and BU Sales.  Links multiple cross-functional teams to monetize consumer insights into tangible and significant Net Realized Revenue (NRR) improvement.  Serves as a key strategic partner to the Brand GM’s to guide the development of the category vision which will allow K-C to assert itself as the category leader in terms of both growth and vision.   Serves as a key thought partner and influencer to the BU President, Brand GM’s, and BU Sales VP to prioritize and guide long-range strategy development and short-term optimization to deliver aggressive NRR targets.  Leads a team with collective expertise to manage all strategic, operational, tactical, and administrative elements of Revenue Management within the Personal Care business.  Works closely with cross-functional partners to include Brand Marketing, BU Sales, CATMAN, Shopper/Consumer Insights, R&E, Supply Chain, and Finance.

In this role, you will:

• Pricing strategy – prioritizes the volume and determines the cadence of brand “deep dives” to drive long-term profitable growth.

• Delivering BU financial results via aligned KPIs.

• Ensures all strategic recommendations provide the magnitude of NRR impact necessary for the BU to achieve annual Operating Margin goals.

• Ensures all workstreams are delivered on time to effectively integrate recommendations into KCNA’s Strategic Business Plan (SBP) process and Annual Operating Plan (AOP) process.

• Serves as the internal project lead for pricing deep dives managing key stakeholders within the BU while providing critical direction to the GM for decision-making

• Defines the role of pricing and promotion in the category, aligned to consumer / shopper segments, evaluation of competitor pricing and promotion strategies.  Key elements of strategy include:

  • Targeting of key consumer segments relevant to revenue management

  • Category price structure (current and future brand positioning within the category)

  • Defines the role of trade for each brand/channel combination in their portfolio

  • Suggested retail pricing (e.g., SRP, EDLP pricing, Promoted Pricing)

  • Provide analytically-driven innovation strategic pricing recommendations

  • List price strategy (pack pricing / discount curves in support of suggested retail pricing)

  • Trade promotional strategies

• Trade analytics

  • Develop and communicate recommendations for promotional depth and frequency working in partnership with the RGM TPO Team

  • Understand different promotion strategies by merchandising model (e.g., Hi-Lo vs. EDLP) and impact from retailer margin strategies.

• Investing to Win

  • Consult to BU Sales & CD Finance to ensure that trade investment is properly budgeted to fund the trade strategy.

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 y