Director, B2B Portfolio Expansion

Director, B2B Portfolio Expansion

Job Description

Summary

Reporting to the VP of Strategy & Commercial Analytics, the Director of B2B Portfolio Expansion will be responsible for designing and enabling a scalable B2B model that integrates Kenvue categories into Kimberly‑Clark Professional (KCP) channels.

This role will lead the development of the B2B operating model, portfolio strategy, and go‑to‑market blueprint required to unlock revenue synergies across priority end‑user segments including Healthcare, Property Management, Food Service/Hospitality, and Lodging. The Director will partner closely with leaders across KCP Sales, Brand & Category, Finance, Supply Chain, RGM/Pricing, Customer & Shopper Insights, and Kenvue brand teams.

Key responsibilities

• Develop Day 1 Ready Cross-Sell Plan:
  • Lead customer segmentation and needs‑based use‑case mapping to identify priority B2B opportunities and quantify cross‑sell potential
  • Map Kenvue portfolio to priority B2B use cases and define target portfolio expansion opportunities, assortment recommendations, and bundles by segment and channel
  • Define clear go‑to‑market selling motions across direct, distributor, and hybrid channels
  • Develop B2B pricing and PPA frameworks with strong commercial guardrails
  • Build sales playbooks, training materials, and enablement tools to support adoption
• Operating Model:
  • Design the future‑state B2B portfolio expansion operating model including sales incentives, P&L recognition, and master data harmonization
  • Develop harmonized processes to run as one team in future state
• Build Organizational Capabilities:
  • Lead capability build across KCP and Kenvue brand teams to build product and portfolio for B2B sales, including proactive PPA & Innovation management, tools, and selling materials
  • Partner with KCP team to develop training and sell-in materials for post-close execution

Functional/Business skills

• Expertise in CPG and Strategy, Assortment, and Brand Innovation:
  • Knowledge of key players in CPG, dynamics and trends, key industry analyses and metrics, etc.
  • Proficient in CPG GTM strategy, particularly ability to manage PPA, assortment, and cross-sell to unlock growth in new channels
• Leading & Embedding Change:
  • Steer team work to deliver organizational priorities and proactively identify change management efforts to evolve ways of working
  • Lead a complex project or multiple projects, manage resources, interdependencies, and mitigate risks
• Influence & Stakeholder Management: Independently navigate organizational complexities to deliver results, effectively aligning interests across levels and functions
• Written & Verbal Communication: Effectively leads senior leadership communications, including effective verbal presentations and crafting of storylines
• Executive Presence: Capable of influencing Leadership Team decision making
• Business Judgment: Possesses insight and understanding in dealing with risks and opportunities in business that is likely to lead to favorable outcomes
• Initiative and Motivation: Highly motivated self-starter who is performance driven
• Project Management: Ability to scope projects, manage teams, and deliver results against set expectations, timelines, and budgets, etc.
• Engaging and Collaborative: Enjoys working in a team environment
• Change Management: Capable of understanding organizational dynamics, individual incentives, and barriers to change to implement new ways of working consistent with business priorities
• Knowledge and Enthusiasm for K-C: Knowledge of the K-C organization, brands, metrics, etc.; enthusiastic about the potential strategic options facing Kimberly-Clark
• Agile and Versatile: Demonstrated track record of success working in a fast-paced environment
• Scope of Experience: Experience working in the context of a large, complex, global organization where working across functions and teams, and leading through influence are keys to success

Essential Knowledge/ Experience

• Bachelor’s degree required, MBA or advanced degree preferred
• 15+ years of experience in relevant roles, including Marketing