Director Sales Strategy & Operations, Kimberly-Clark Professional

Director Sales Strategy & Operations, Kimberly-Clark Professional

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. 

We are seeking a visionary, data-driven, and customer-obsessed Director of Sales Strategy & Operations to lead the evolution of Kimberly-Clark Professional’s North American B2B go-to-market strategy. This leader will be instrumental in driving revenue growth, transforming our sales tech-stack, and enhancing engagement across distributor and end-user channels.

In this role, the Director will sponsor and prioritize strategic initiatives across the KCP NA Sales organization, guiding investment decisions, resource allocation, and cross-functional alignment to enable growth and transformation. Coordinated execution of our plans is critical, and this role serves as a vital connector across Sales, Marketing, Revenue Growth Management (RGM), Finance, Capability, and Supply Chain to ensure seamless and synchronized efforts. By fostering collaboration and alignment among these functions, the Director will drive cohesive and effective execution of strategic initiatives.

The Director will focus on securing maximum impact and benefit for our customers while maintaining alignment with our strategic plans. They will bring external market insights, emerging trends, and innovative technologies into the organization, translating them into actionable strategies that deliver immediate results. By modeling the future of sales operations and breaking it into practical, high-impact steps today, this role ensures alignment with our Strategic Business Plan while building a more agile, productive, and customer-centric commercial engine.

The ideal candidate brings deep expertise in B2B sales operations, digital enablement, and cross-functional leadership, and can lead transformative change that commercializes every customer touchpoint.

In this role, you will:

Commercial Strategy & Growth Enablement

• Architect and execute a unified commercial strategy that integrates Sales, Capability Marketing, RGM, and Customer Experience to drive profitable growth.

• Lead GTM Sales transformation by modernizing sales coverage models, territory planning, distributor engagement, and end-user targeting strategies.

• Owns prioritization of critical projects based on the needs of Sales and the Customer across Customer Service, RGM, Capability and Marketing & CX to deliver a seamless, end-to-end customer experience.

• Drive a cohesive commercial execution for our DSR’s (Distributor Sales Reps) by providing the voice of sales for pricing, promotions, product training, claims resolution, and loyalty programs all in one easy-to-use access point.

• Design and manage sales incentive programs aligned with strategic priorities and customer value creation.

Sales Operations, Sales Analytics & Revenue Enablement

• Sales Operations – Sets the Rewards and Recognition programs to drive motivation and culture.  Executes annual sales events such as North American Sales Meeting and Key Contributor reward trip.  Executes fleet management, sample center and sales support function to remove administrative burden from the sales organization.

• Sales Analytics: Lead the development of metrics, dashboards, and reporting that provide clear visibility into customer performance, sales execution, and market dynamics. Deliver actionable insights that inform strategic decisions, support pipeline management, and improve forecast accuracy. Go beyond traditional sales-out reporting to include KPIs that reflect tool adoption, DSR engagement, and customer behavior—enabling more predictive, data-driven actions aligned with business priorities and the Annual Business Plan (ABP).

• Prioritizes Learning & Development execution calendar to ensure sales teams and DSRs are equipped and have access to flexible training options for product knowledge and innovation, selling skills and competencies, and buyer behavior by market segment content. (Dotted Line accountability)

• Co-Creates Sales techstack roadmap with Sales Enablement/CRM projects to deploy and scale sales technologies (i.e. Salesforce, Power BI, AI) to enhance visibility, agility, and decision-making and optimize salesforce productivity (Dotted Line accountability)

Omnichannel Cu