Location: Must reside in the West Region

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.

The Kimberly Clark Professional Regional Corporate Account Manager (RCAM) Healthcare GPO is responsible for providing exceptional strategic and tactical leadership at stratified large Independent Delivery Networks (IDN) in the West Region. This individual is expected to function as the key business partner with the strategic focused accounts which represent more than $30 million in sales. The RCAM will be expected to leverage their experience and influence to direct organizational resources to successfully support the achievement of both business sales and profit objectives.

The RCAM will report into the Associate Director of Healthcare National accounts with a dotted line to the Director of Sales for the West Region. Responsible for contributing to the regions goals and targets by working with leadership and the sales organization. Success is defined by creating campaigns that deliver best-in-class customer experiences by leveraging our sales and marketing programs. This position requires an analytical and sales mindset to strategically develop plans to drive disproportion growth to the portfolio. Key understanding on the use of sales reporting tools and member rosters are critical components to driving profitable growth.

The RCAM will closely work with the GPO National Account Managers (NAM), the Strategic Account Manager (SAM), the Customer Marketer and the Sales Team to align to the overall Healthcare Sales Plan. Must be able to work through data and insights to find selling opportunity to provide a competitive advantage.

Competencies

Achievement and Perseverance

• Strategic thinker that consistently exceeds sales targets and thrives in a competitive performance metric driven environment.

• Stays engaged and accountable to the growth and profitability of the account portfolio with Business Reviews.

• Builds their capability through leadership in the healthcare space to gain competitive edge.

Initiating Action

• Take control of customer facing interaction at the C-Suite level by utilizing value selling techniques.

• Develops an account target plan that includes proactive GPO, IDN and Channel engagement.

• Utilizes Salesforce.com to track meaningful customer activities (tasks and events) and manage the sales process.

• Facilitate the collaboration of internal stakeholders like NAMs, SAM, Marketing and Sales Team to help nurture targets and shorten the sales cycle.

Relationship Building

• Develop effective interactions with internal and external resources.

• Leverages various trade organizations, distribution partners and existing National Accounts to expand your network.

Analytical

• Use data as a source of competitive advantage by identifying opportunity and refining to qualified status.

• Understanding of forward-thinking information that can drive sales growth or mitigate churn.

Composure and Resilience

• Self-starter that can deal with pressure, rejection and complex healthcare business model.

• Ability to adapt and overcome challenges that enable you to think differently to find other ways to win.

Communication Skills

• Effective in persuading and convincing a range of key decision makers from the C-Suite to Environmental Services.

• Collaborative discussion with internal resources to define the best path for mutual success.

• Active listening and communicating with others by expressing genuine interest and providing full attention.

• Establish feedback, call to action, and create need for next steps to continue through the sale process.

• Contract negotiation is essential to drive winning programs to help deliver price, compliance and growth.

Responsibilities

Execution of IDN Strategy (60% of time on average):

• Price and product alignment with business teams

• Data intelligence for opportunity generation from activation lists and member rosters.

• Engagement of key stakeholders within GPO, Sponser Groups, Affiliates.

• Development of 4 +$1MM Sales Campaigns 4X per year.

• Establish and maintain Salesforce.com database activity, contacts & pipeline

• Create and execute Account Marketing Strategies (Customer Experience Team – nurture stream, Content Calendar)

Region, NAM and SAM Plan Alignment (30% of time on average)

• Work with Region leadership and sales organization for sales goal alignment.

• Align with NAMs to leverage GPO programs for growth of mix of products through missing or underpenetrated EU locations.

• Work with SAMs to execute on new IDN commercialization activity to hand off for successful execution.

Channel Partnership for Healthcare on Business Opportunities (10% of time on average):

• Proactively engage with Channel National Accounts Team

• Salesforce.com pipeline of opportunities and closes

Requirements

• Must reside in the West Region.

• Travel is 25% with more based-on customer need.

• Proven track record of successfully working proposals and bids.

• Expert use of excel,BI and sales reporting data to support and measure strategies.

• Strong financial acumen with deep understanding of P&Ls.

• Demonstrated use of contact management, social selling tools and salesforce.com

• Effective at appointment setting, senior level presentations and closing new business.

• Successful senior level presentation creation and communication skills.

• Ongoing career development of strategic account management skills.

• Maintaining relevant knowledge in healthcare to establish credibility.

• Willingness to participate in healthcare trade organizations and internal project work.

• Establish relationships through developing consistent interactions at all levels by using a variety of tools and techniques.

Minimum Qualifications:

• Strong oral and written communications skills

• Tactful aggressive closing skills

• Strong presentation skills in C-Suite environments

• Demonstrable skills and proficiency in Salesforce.com, Microsoft applications (Excel, MS Teams and PowerPoint)

• Evidence of continued personal and professional growth and development

Preferred Qualifications:

• KCP knowledge and experience

• Knowledge of GPOs, IDNs and/or Healthcare segment

• Demonstrated success in the sale of $1MM+ multilocation groups

• Five or more years of documented sales success in healthcare.

• Prefer candidate to be in the top 10% of Sales Force or Organization

About Us

At Kimberly-Clark, you’ll be part of the best teams committed to driving innovation and growth. We’re founded on 150 years of market leadership, and we’re always looking for new and better ways to perform—so what can you do with that? There’s no time like the present to make an impact at Kimberly-Clark. It’s all here for you at Kimberly-Clark.

Led by Purpose. Driven by You.

Total Benefits

Here are a few of the benefits you’d enjoy. For a complete overview, see www.mykcbenefits.com.

• Great support for good health with medical, dental, and vision coverage options. No waiting periods or pre-existing condition restrictions. Access to an on-site fitness center, occupational health nurse, and allowances for high-quality safety equipment.

• Flexible Savings and spending accounts to maximize health care options and stretch dollars when caring for yourself or dependents.

• Diverse income protection insurance options to protect yourself and your family in case of illness, injury, or other unexpected events.

• Additional programs and support to continue your education, adopt a child, relocate, or even find temporary childcare.

For Kimberly-Clark to grow and prosper, we must be an inclusive organization that applies the diverse experiences and passions of its team members to brands that make life better for people all around the world. We actively seek to build a workforce that reflects the experiences of our consumers. When you bring your original thinking to Kimberly-Clark, you fuel the continued success of our enterprise. We are a committed equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity, age, pregnancy, genetic information, citizenship status, or any other characteristic protected by law.

Additional information about the compensation and benefits for this role are available upon request. You may contact 866-444-4516 for assistance. You must include the six digit Job # with your request.

The statements above are intended to describe the general nature and level of work performed by employees assigned to this classification. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.

This role is available for local candidates already authorized to work in the role’s country only. K-C will not provide relocation support for this role.

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