Senior Key Account Business Development Manager

Kimberly-Clark is dedicated to creating Better Care for a Better World, and they are seeking a Senior Key Account Business Development Manager to drive enterprise growth. This role focuses on acquiring and scaling national accounts while implementing strategies for their Onvation® IoT solution, ensuring customer success, and collaborating with cross-functional teams.

Responsibilities:

• Identify, qualify, and convert significant national end-user opportunities with a dollar size over $4M target opportunity into new enterprise accounts; lead negotiation of new agreements and achieve sales volume and profitability goals
• Establish and advance a Salesforce.com opportunity pipeline, capturing key contacts, activities, and interactions to move target accounts through the sales cycle to closed won
• Prospect with advanced analytics and digital selling; run senior-level appointment setting, C-suite presentations, and structured closing motions
• Align with Key Account Managers (KAMs) to build commercialization campaigns, targeting strategies, and forecasting that scale local successes nationally
• Shape pricing strategies (incl. increases) and compliance-driven proposals aligned to business team programs
• Implement Key Account/regional Onvation® programs, managing major contract price negotiations and enterprise contract management in target accounts (direct and via distributors)
• Drive account acquisition for Onvation®; establish joint target accounts and strategies to accelerate Key account growth and recurring revenue
• Contribute to business model development and value offering to expand Onvation® across segments/industries; represent KCP at trade shows and in relevant associations to stay current on IoT trends and client challenges
• Manage results through robust Salesforce CRM discipline; maintain a measurable Onvation® pipeline and outcomes
• Report to the Onvation® Sales Leader while collaborating tightly with Key Account and Regional Sales teams on negotiation and implementation across appointed regions
• Work in close concert with Corporate Marketing, Category, Segment, and Finance; mentor the broader sales organization by sharing market-segment insights
• Partner with category and consumer teams to develop appropriate cross selling strategies in Key Accounts
• Leverage consumer product portfolio in driving new Key Account business and expanding portfolios of existing accounts
• Utilize Salesforce.com and Microsoft tools (Excel, PowerPoint) for pipeline hygiene, forecasting, executive storytelling, and deal governance
• Maintain integrity and compliance with corporate and sector policies, systems, practices, and programs

Requirements:

• Bachelor's degree; 6+ years of directly relevant industry experience preferred
• 4+ years of demonstrated success in sales, including a proven track record of closing large enterprise accounts with senior-level decision makers and delivering measurable new revenue
• Proficiency with Salesforce.com and PC applications (Windows, Word, Excel, PowerPoint); strong interpersonal and communication skills; evidence of ongoing professional growth
• Strong C-suite presentation skills and business operations/financial acumen
• Adept at bridging business and technology, solving problems that span both domains (IoT/PropTech + enterprise commercial)
• Demonstrated success working cross-functionally and building relationships in a matrix environment and externally; KCP knowledge/experience preferred
• Jan/San industry sales experience; top-decile sales performance; expertise in digital selling, social selling tools, and contact management