Địa chỉ: 18th floor, E.Town Central Building, 11 Doan Van Bo, ward 12, D4, HCMC
Quy mô: Đang cập nhật
Mô tả công ty
Kimberly-Clark makes the essentials for a better life with well-known brands that matter every day – at home, school, work and on the go. Throughout our 142 years, we have challenged conventional wisdom to innovate products that better meet the needs of consumers. We have created new categories with top brands like Kleenex®, and redefined categories with Huggies® and U by Kotex®. While growing our $19+ billion global business, we help build careers through collaborative teams that push boundaries and engaging experiences and endless opportunities to work with some of the world’s most recognized brands. Our 43,000 employees are changing the world for the better, too, generously giving back to communities and causes around the globe. If innovative thinking and a passion to win inspire you, come Unleash Your Power at Kimberly-Clark.
Position: COMMERCIAL MANAGER, CAMBODIA Report to: MD, INDOCHINA. The Commercial Manager is primarily responsible for developing and executing assigned market strategies aimed at achieving agreed market share, sales and respective P&L in his/her allocated business unit. He/she develops and implements the business’ OGSiM (Objective, Goals, Strategies & Measures) year on year while developing organizational capability and competencies critical to the achievement of the business goals and strategic directions. Incumbent is also responsible for setting business/sales strategies to meet consumer/shopper demand in the assigned geography/channel ; analyze, review and manage business drivers (such as gross margin, mix, consumer and trade promotion spending in line with broad brand/category strategy) to maximize ROI and ensure mix, margin and profitability being achieved. The position reports to the Commercial Manager, Indochina ACCOUNTABILITIES Business Objective Delivery • Budget and Target –Develop strategies and plans to achieve the set Budget/Target, executing them effectively through team members. Manage the allocated Trade Fund to generate the desired profitable sales mix. Plan, manage, and control the cost center expenses. Continuously identify opportunities and risks, addressing them by developing contingency plans. • Strategic Business Planning – Develop Cambodia strategies and plans in alignment with the company strategic Sales, Marketing and Category Plans to achieve the set target. Build professional customer relationship amongst key customers. Participate in development of strategic sales plan in alignment with global strategic objectives to deliver country/regional targets. Take part in developing 5-year strategic plan and other plans to ensure achievement of Market Share objectives. Gain endorsement from country management to 5-year plan and communicate plan and to team members Distribution • Distribution – Establish plan to optimize KC Reach/Coverage, calls/day and effective calls/day (productivity) targets; establish work plans and monitor achievement. • Availability – Provide inputs in the development and implement priority code lists by customer type and monitor compliance • Optimal Customer Service – Participate in developing Sales forecast process and tools. Provide accurate sales forecast. Align customer and KC Supply Chain process/activities where applicable Consumer/Shopper/Customer (POP) • Brand & Trade Marketing – Proactively drive Brand & Trade Marketing disciplines and solutions with customers. Implement shopper research outcomes/activities with customers. • Promotions – Work with regional sales team to develop and implement Regional and Global in-store promotions. Translate Brand and Trade Marketing Plan into geography and channel specific promotions and other trade activities. Analyze total geography promotions to understand competitive activities in the customers and maximize efficiency of promotions. Manage assigned Trade Promotion Funds. Ensure comprehensive understanding and sales team utilization of the full suite of SAP sales management systems. • Merchandising – Input on, implement and enforce Merchandising Guidelines including target planograms for the geography. Customer Management • Trading Terms – Recommend and negotiate appropriate Customer Trading Terms and provide input on customers’ trading issues. • Business Planning and Review – Lead the implementation of the Customer Business Planning process, Trade Plan, POP initiatives/materials, maintenance of customer profiles, local customer business planning, local customer business reviews, long term strategic planning, process and evaluation. • Develop Commercial Customer Approach/Strategy – Develop customer insights, identify key knowledge gaps in understanding customer profile, develop and recommend plans to address knowledge gaps. Provide insights about the customer in the assigned GBA and recommend ways to address customers’ specific needs. Provide inputs for in-country research plan and communicate finalized plan, as necessary. • Customer Relationship Management – manage Company’s relationship with customers with an emphasis on developing new business opportunities. Establish strategic, cross-functional relationships and regular dialogue with key customers. • Trade Communication – Input on and review the Trade Communication Plan, customer Database setup and action plans. Ensure the customer receives the right level of communication to optimise business activities. • Trade Pricing – Implement trade pricing strategy, monitor competitive price actions plan and recommend changes as appropriate. • Market Intelligence – Inform all key stakeholders on trade and competitive intelligence and provide recommendations as they apply to assigned customers.
* Position Summary: - The Unit Sales Manager is responsible for implementation and monitoring of plans towards the achievement of targets of his assigned territory. He provides daily working directions to his DSR team and monitors them so that sales targets and other distribution KPIs are achieved or exceeded. - The incumbent has direct responsibility for achievement of sales and all other fundamental targets (including distribution, new product launches, distributor inventory … within his assigned territory/ distributors. He contributes to the growth and operating results of the company by leading the DSR team in his assigned territory by building the skills and abilities of the team. - The incumbent manages a team of DSR people with widely varying levels of experience as well as overseeing the company’s partnership with his assigned distributors. * Accountability: - Sales, distribution and selling system + Ensure the excellent execution of sales, distribution and trade promotion plans to achieve the targets that is aligned with the company objectives and strategy for his assigned territory. + Manage the selling system including sales force, distributors, retailers, selling routes, delivery…of his assigned territory that follows the national sales and distribution strategy, model and guidelines. + Ensure the DSR team and distributor(s) comply with Kimberly-Clark Viet Nam working process and policy + Be responsible for the compliance and accuracy of selling and reporting system (MCP, DMS...) at the assigned distributor(s). + Do trade visit, analyse reports to identify market opportunities or problem to fix and work with his team promptly for appropriate solutions + Align monthly plan with distributor, build weekly and daily working plans for distributors and DSRs aligning on sales in & sales out, other KPI targets; allocate promotion budget to each DSR and manage the execution of the team and distributor(s) + Be responsible for distributor(s) orders, account receivables of his assigned territory + Support ASM to review key distributors’ capability, finance and P&L on timely basis to ensure a proper analysis and action plan to improve distributors’ effectiveness & efficiency and reduce risk to Kimberly Clark. + Coordinate and provide feedback, analysis and consultancy about sales, distribution and trade marketing effectiveness to upper level - Market development, Trade marketing, new products launching + Review and update MCP, customer list frequently to identify opportunities to increase sales, fundamentals & efficiency of distributor/team + Ensure the DSR team and distributor(s) to have excellent execution of all trade marketing programs, product launchings in the territory: POSM, customers’ activation, displays… + Manage the trade marketing spending and tools (display, POSM…) to each DSR including creating and maintaining tracking and reporting system. + Provide market information, data analysis and proposals for better promotion plans, launching plans and give. - People management/organization development + Assess DSR and distributor team competency & propose improvement plans where applicable to distributors / ASM + Provide daily feedback to DSRs for them to improve their skills. + Provide training and coaching to DSRs, delivery team and sales admin at distributor + Build strong winning culture and stable organisation in of at the distributor sites
* Position Summary: - The Area Sales Manager supports Regional Sales Manager to develop, leads implementation and monitors plans towards the achievement of targets of his area of assigned territory. He provides daily work direction to the USM/USS members of his team so that sales targets and other distribution KPIs are achieved or exceeded. - The incumbent has direct responsibility for achievement of sales and all other fundamental targets (including distribution, new product launches, distributor inventory … within his assigned Area territory. He contributes to the growth and operating results of the company by leading the General Trade sales team (including USM/USS and DSR) in his Area by building the skills and abilities of the team. - The incumbent manages a team of sales people with widely varying levels of experience as well as overseeing the company’s Distributors partnership. * Accountability: + Sales, distribution and selling system: - Support & Input to RSM to develop a sales, distribution and trade plan to achieve the targets that is aligned with the company/GBA/Region’s objectives and strategy for the area that he is responsible for (the Area) - Set up and manage the Area distribution system including appointing and allocating territory to distributors, sales force, retailers, selling routes, delivery team & means…that follows the national/GBA/Region sales and distribution strategy, model and guidelines. - Support RSM to allocate annually and quarterly sales and distribution target to the sales team and distributors - Lead alignment of annual & quarterly business plans and sales & distribution fundamental targets with distributors in the Area. - Ensure the sales team and distributors to comply with Kimberly-Clark Viet Nam working process and policy. - Support RSM by providing inputs from the Area for the RSM to prepare monthly sales forecast and trade promotion plan (Planning on rolling 4 months window). - Ensure excellent execution in the Area including basic sales execution, promotion… by review and tracking of both back office and in-field execution. - Manage and ensure the compliance (full, on time, accurate) of selling and reporting system (MCP, DMS...) used by the sales team and distributors. - Consolidate & manage distributors orders, account receivables and coordinate with customer service staff, finance controller and sales team on daily, weekly and monthly basis - Propose and execute aligned action plans on distributors’ capability, including review of distributor’s finance and P&L to ensure a proper analysis and action plan to improve distributors’ effectiveness & efficiency and reduce risk to Kimberly Clark. - Proactively provide feedback, analysis and consultancy and propose opportunities / challenges about sales, distribution and trade marketing strategy/policy to upper level - Review and approve weekly and monthly working and travelling plan of USM/USS and manage their traveling expenses + Market development, Trade marketing, new products launching: - Coordinate data and input for 1 category to support RSM to develop promotion plans. - Ensure the sales team and distributors to have excellent execution of all trade marketing programs, product launchings in the Area: POSM, customers’ activation, displays… - Allocate and manage the trade marketing spending and tools (display, POSM…) to each distributor in the Area including creating and maintaining tracking and reporting system. - Prepare analysis of trade marketing investment vs. sales growth in the Area; provide marketing function with information, data and feedback to build trade marketing plans, launching plans and give recommendation to marketing function and upper level. + People management/organization development: - Develop USM/USS to their full potential through Performance Management coaching, appropriate training and education, goal setting and career development. - Provide training and coaching to KC staffs as well as DSRs - Build and lead strong winning culture and stable organisation in Area - Support RSM/GBM to identify talent people for appropriate development plan - Review Development Plan and anytime feedback for further development of each member - Coordinate with Capability team to build up and execute training plan for team
JOB PURPOSE - The Route to Market Manager is the champion excellence in execution for field force. - He/she is primarily responsible for ensuring all programs to be implemented well in the market, and also all opportunity in the market to be captured and become new initiative (if possible). - He/ she is responsible for building Sales capabilities and Sales force effectiveness. JOB ACCOUNTABILITIES Trade census and outlet classification into channel segments: - Update all existing outlets (under KCV MCP) into new DMS and refresh for all relevant data including GPS coordinates - Classification of outlets into relevant channel is critical – may need refreshing the training to DSRs and USM/ASM on outlet classification guidelines. Develop a decision tree to make it easy for DSR - Perform new outlet hunting as one-time exercise using Nielsen outlet universe we have as a base Work with BI team to enable ease of analytics, conduct on-going analysis to identify growth/distribution opportunity areas - Ability to do a ‘cube’ based reporting and ease of extracting data with conditions (eg. List all PICOS outlets where a particular SKU was not sold in the past 2 months or list all outlets where we sell Kotex Day but no OVN) - Work with TM to continue to identify opportunity areas for growth Enhance training - Distributor management module - On-going training to DSRs/PGs - Sales Folder update and usage Track sales force incentive distribution curve and individual outliers on an on-going basis Fix MCP and Routing Plans for all DSR and Own Sales Force; enforce GPS tracking when Accenture is in place Sales Capabilities building: - Develop a KCV sales academy program for all level - Conduct necessary for sales force - Train the trainer for internal trainers - Build talent pipeline – sales trainee program
The position provides a key source of financial expertise to the business or functional unit. The Business Analyst interfaces with several functional areas supporting the business or functional unit including engineering, research and development, operations, sales, marketing, purchasing, planning, systems and accounting. As an active contributor to several (business unit) teams, the Business Analyst performs financial, business and strategic analysis and recommends courses of action which would enable the unit to meet its financial and business objectives. The Business Analyst contributes to the business unit budgeting and financial forecasting efforts and/or is the primary coordinator of a functional budget and forecast. The incumbent assists management in controlling capital and operating expenditures in line with Corporate Financial instructions. JOB EXPECTATION 1- Business Analysis (90% time) Budgeting & forecasting facilitation and closing/reporting (30%) - Provide category inputs to Budgeting & Forecasting process such as pricing, initiative, Advertising & Promotion budget - Understand the key drivers and validate forecast by using Analysis of Change - Make necessary cost/ pricing/budget validation and re-class at closing Cost control (20%) - Facilitate Marketing & Sales team control of spending (Trade + A&P). - Work closely with Mill BA and Mill team to understand the cost and drive optimization in cost area Category Analysis (30%) - Perform financial analysis on Cost Structure (esp. advertising and promotion programs/cost of products) to ensure optimum performance at lowest possible costs. - Perform financial analysis on Pricing to ensure optimal pricing within price index target. - Perform financials for BFC (Basis for Commercialization) - Perform SKU rationalization and make recommends to streamline the product portfolio - Perform ROI (post evaluation) for major projects - Lead revenue management project with strong recommendations to Business unit. Competitive Intelligence and Distributor ROI (10%) - Perform benchmark with competitors on key areas of P/L items and provide actionable suggestions from learnings. - Analyze Distributor ROI with reasonable recommendations to improve Distributor financial health. 2- World Class Finance (10% time) - Identify and make recommendations that optimize business processes and improve financial and other internal controls.
***Job outlines: The role is responsible for the strategic sourcing of the MRO, Capital Equip & Services and Services - Building Construction & Maintenance at assigned category and countries. The role will requires to partner with country and region to translate business requirements into procurement strategy and quantitative values. Also, the role is accountable to ensure compliance with procurement standards, methods, and procurement operation of the total spend area. He/ She is also responsible to develop the local supply market for the category with regional alignment Report to Country Procurement Lead. ***Main accountabilities: Support the regional strategy development and planning Accountable for procurement Country Operation and Stakeholder Management KPI/ Performance Management Drive Compliance and Governance Support Supplier Relationship and Risk management Best Practices, Market Intelligence and Market Benchmark
***Worker Type : Permanent - Full Time ***Jobscope : ASEAN, Taiwan and India ***Location : Willing to relocate (Malaysia, Thailand, Vietnam, Indonesia, Taiwan) ***Accountabilities within the role include: Provide regional strategic leadership and tactical execution in occupational safety and hygiene (OSH) to Kimberly-Clark’s operations in ASEAN, Taiwan and India. The incumbent is expected to participate in the Global/Regional Safety & OSH Network for reporting, EHS programs & issues, also sharing best practices in order to continuously improve the safety capability. **Occupational Safety & Hygiene (OS & H) Provide OS&H expert leadership to the Mill Managers, Facility OSH Leaders, and other occupational safety teams in the organization. Ensure all matters within area of responsibility which could adversely impact the business of the region or KC are communicated in a timely manner. Ensure the goal “Safe and Health Work Environment” is achieved. **KC-OSH regulation & Continuous Improvement Programs Communicate regularly with GOSH team and regional Safety leaders to ensure timely exchange of information. Continuously improve in OSH legislation, standards and best practices. Supporting OSH leaders to ensure the communication with Local Government are well managed to support Company target and goals.