Job Description
Position Summary
The Whitespace Sales Leader is responsible for driving sales, distribution expansion, and commercial execution across whitespace and developing markets including Philippines, Indonesia, Vietnam, and India. The position oversees distributor partners, Business Development Managers, and cross-functional teams to achieve sustainable growth in accordance with the organization's objectives. This position plays a critical role in shaping routetomarket, optimizing trade investments, and building longterm market capability for KimberlyClark.
Key Responsibilities
- Sales & Distribution Leadership
- Develop and implement whitespace country sales and distribution strategies in alignment with overall business and regional objectives.
- Manage sales targets, selling systems, routetomarket productivity, and distributor performance KPIs.
- Monitor market execution, coverage, and operational effectiveness, ensuring compliance with KC commercial standards.
- Strengthen distributor capability and resource planning to support sustainable growth.
- Trade Marketing Execution
- Lead the execution of trade marketing programs, channel activities, and new product launches across whitespace markets.
- Optimize merchandising standards and ensure effective deployment of POSM to maximize visibility and instore conversion.
- Conduct ROI analysis for trade investments and recommend improvements to drive cost efficiency and commercial impact.
- Forecasting & Business Operations
- Deliver accurate monthly SKUlevel sales forecasts informed by market insights and distributor planning.
- Coordinate with Marketing, Finance, Customer Service, and Supply Chain to manage orders, inventory health, receivables, and promotional budgets.
- Ensure timely analytics, reporting accuracy, and compliance with internal commercial processes.
- Distributor Governance & Market Development
- Assess distributor financial health, organizational capability, operating effectiveness, and policy compliance.
- Lead regular business reviews covering sales KPIs, coverage, inventory, credit exposure, and investment plans.
- Recommend improvements to distributor models, coverage expansion, resource deployment, and structural efficiencies.
- People Leadership & Capability Building
- Train, coach, and develop Business Development Managers to strengthen execution excellence across markets.
- Build a highperforming, motivated team with a strong pipeline for succession.
- Foster a culture of accountability, agility, collaboration, and continuous improvement.
- CrossFunctional Collaboration & Strategic Alignment
- Partner with internal functions (Marketing, Finance, Supply Chain, HR, and Regional Sales) to refine commercial models and optimize whitespace market approaches.
- Provide strategic insights, market intelligence, and distributor capability assessments to upper management to guide decisionmaking and longterm planning.
Qualifications
Education & Experience
- Bachelor's degree in Business Administration, Marketing, or related field.
- Minimum 7 years of experience in FMCG, with 5+ years in sales management, distributor management, or market development roles.
Skills & Competencies
- Strong proficiency in spoken and written English.
- Excellent analytical, strategic thinking, and problemsolving skills.
- Proven leadership in coaching, mentoring, and developing teams across different markets.
- Strong interpersonal, communication, stakeholdermanagement, and negotiation capability.
- Deep understanding of trade marketing strategy, channel execution, and routetomarket development.
- High integrity, adaptability, innovation mindset, resilience, and strong commercial acumen.
Primary Location
Taguig Office
Additional Locations
Worker Type
Employee
Worker Sub-Type
Regular
Time Type
Full time
