Senior Key Account Business Development Manager

Senior Key Account Business Development Manager

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. 

This role leads end-to-end enterprise growth across Kimberly-Clark Professional (KCP) by acquiring and scaling centrally controlled, multi-location national accounts with an added focus supporting Onvation®—KCP’s market-leading smart restroom (IoT) software solution, and championing consumer product cross selling supporting Key Accounts. In this role you will define and execute go-to-market strategies, negotiate national contracts, build and advance a rigorous Salesforce pipeline, and ensure post-sale adoption and customer success—operating in a matrix with Corporate Marketing, Category, Segment, Finance, and field sales partners.

In this role you will:

Enterprise New-Business Acquisition & Market Penetration

• Identify, qualify, and convert significant national end-user opportunities with a dollar size over $4M target opportunity into new enterprise accounts; lead negotiation of new agreements and achieve sales volume and profitability goals.
• Establish and advance a Salesforce.com opportunity pipeline, capturing key contacts, activities, and interactions to move target accounts through the sales cycle to closed won.
• Prospect with advanced analytics and digital selling; run senior-level appointment setting, C-suite presentations, and structured closing motions.
• Align with Key Account Managers (KAMs) to build commercialization campaigns, targeting strategies, and forecasting that scale local successes nationally.
• Shape pricing strategies (incl. increases) and compliance-driven proposals aligned to business team programs.

Onvation® (IoT) Enterprise Sales Leadership & Customer Success

• Implement Key Account/regional Onvation® programs, managing major contract price negotiations and enterprise contract management in target accounts (direct and via distributors).
• Drive account acquisition for Onvation®; establish joint target accounts and strategies to accelerate Key account growth and recurring revenue.
• Contribute to business model development and value offering to expand Onvation® across segments/industries; represent KCP at trade shows and in relevant associations to stay current on IoT trends and client challenges.
• Manage results through robust Salesforce CRM discipline; maintain a measurable Onvation® pipeline and outcomes.

Cross-Functional & Matrix Collaboration

• Report to the Onvation® Sales Leader while collaborating tightly with Key Account and Regional Sales teams on negotiation and implementation across appointed regions.
• Work in close concert with Corporate Marketing, Category, Segment, and Finance; mentor the broader sales organization by sharing market-segment insights.

Consumer Product Focus

• Partner with category and consumer teams to develop appropriate cross selling strategies in Key Accounts.
• Leverage consumer product portfolio in driving new Key Account business and expanding portfolios of existing accounts.

Governance, Reporting & Operational Excellence

• Utilize Salesforce.com and Microsoft tools (Excel, PowerPoint) for pipeline hygiene, forecasting, executive storytelling, and deal governance.
• Maintain integrity and compliance with corporate and sector policies, systems, practices, and programs.

Travel

• National/regional travel up to ~40–50% based on business needs.

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 your open door of opportunity. It’s all here for you at Kimberly-Clark.

Led by Purpose. Driven by You.

About You

You perform at the highest level possible, and you appreciate a performance culture fueled by auth