Director Business Unit Revenue Management

Director Business Unit Revenue Growth Management

We’re looking for a strategic, results‑oriented leader to drive growth and profitability for Kimberly‑Clark’s portfolio of iconic, ground‑breaking brands. In this role you will bring your professional expertise, talent, and drive to building and managing a portfolio of brands that impact billions of lives worldwide.

• Prioritize the volume and cadence of brand “deep dives” to drive long‑term profitable growth.
• Deliver BU financial results via aligned KPIs and ensure all strategic recommendations reach the magnitude of NRR impact needed to meet annual operating margin goals.
• Ensure work streams are delivered on time to integrate recommendations into KCNA’s Strategic Business Plan and Annual Operating Plan.
• Serve as the internal project lead for pricing deep dives, managing key stakeholders and guiding the GM for decision‑making.
• Define the role of pricing and promotion in the category, aligned to consumer / shopper segments, competitor pricing, and trade strategy.
• Target key consumer segments relevant to revenue management.
• Define category price structure and brand positioning within the category.
• Determine trade role for each brand/channel combination.
• Recommend suggested retail pricing (SRP, EDLP, promoted pricing).
• Provide analytically‑driven strategic pricing recommendations.
• Develop list price strategy (pack pricing / discount curves).
• Design trade promotional strategies.
• Conduct trade analytics: develop and communicate recommendations for promotional depth and frequency, understanding how different promotion strategies impact retailer margins.
• Consult with BU Sales & CD Finance to ensure trade investment is properly budgeted to fund trade strategy.

Kimberly‑Clark is a global leader in health and hygiene products operating for more than 150 years. Our brands — Huggies®, Kleenex®, Cottonelle®, Scott®, Kotex®, Poise®, Depend®, Kimberly‑Clark Professional® — are trusted by millions of people everyday. We are committed to innovation, growth, and impact through sustainability, inclusion, and employee development.

You perform at the highest level, thrive in a performance culture fueled by authentic caring, and want to make a difference. You love learning new ideas to achieve results. You value flexibility, safety, mutual respect, and human dignity. You are driven by purpose and role tailored toward consumers and the market.

• Leadership: demonstrated initiative, tenacity, and leadership in prior roles; credible with stakeholders; clarity in vision, team training, work prioritization, and accountability.
• Strategic Thinking: strong conceptual thinker, quick to identify issues and develop solutions; deep understanding of marketing strategy, cross‑functional considerations, and supply chain implications of pricing/PPA options.
• Communication: effectively influence senior individuals; actively participate in meetings with sales, marketing, research, and finance; drive change management for Net Realized Revenue (NRR).
• Strategic Influencing: bring together diverse functional partners, build networks, and prioritize joint efforts to formulate robust pricing/PPA strategies and execution plans.
• Strategic Development: familiar with building holistic, long‑term pricing, price‑pack, and promotional pricing strategies; perform shopper segmentation and customer segmentation to optimize revenue potential.
• Broad Cross‑Functional Knowledge: navigate complex matrix of cross‑functional considerations for strategic development and operations; strong understanding of selling process, P&L, business planning, Brand Strategy, Supply Chain, CATMAN, and Consumer Insights.
• Strong Analytical
  
  Skills:
  
  synthesize marketing and pricing information to draw insights and actionable recommendations.
• Continuous Improvement Mindset: improve the engine while operating with a desire to win and deliver sustainable results.
• Demonstrated Performance:
  • Bachelor’s degree required (MBA preferred).
  • Commercial/customer experience in CPG preferred.
  • 10+ years of business experience and 6+ years within revenue management in the consumer sector.

Here are just a few…