SALES REPRESENTATIVE- Montreal, QC
Kimberly-Clark is leading the world in essentials for a better life. Headquartered in Dallas, Texas, with nearly 57,000 employees worldwide and operations in 36 countries, Kimberly-Clark posted sales of $20.8 billion in 2011. Kimberly-Clark™s global brands are sold in more than 175 countries. Every day, 1.3 billion people trust Kimberly-Clark products and the solutions they provide to make their lives better. With well-known family care and personal care brands such as Kleenex, Scott, Andrex, Huggies, Pull-Ups, Kotex, Poise and Depend, we hold the No. 1 or No. 2 share position globally in more than 80 countries.
As a global company, we are committed to cultivating a fair, respectful and engaging work environment that inspires our diverse global team to thrive professionally and contribute to the communities where we operate. We also have a responsibility to attain a deeper understanding of our impact on the world. Addressing Sustainability issues and incorporating solutions through all levels of Kimberly-Clark is a critical component of our business.
Position Purpose:
Achieve increased product distribution and incremental sales gains through effective management of an assigned territory and the utilisation of professional and fact based selling skills.
Key Customers and Customer Expectations:
Trade Customers: Conduct timely and efficient sales calls. Provide clear communication of sales promotions, distribution opportunities, and new product developments. Offer fact-based information in support of display programs and pertinent localised competitive information.
ROM: Implement effective territory coverage. Achieve 100% distribution of all K-C product codes and provide regular feedback of retail sales challenges and competitive information.
Account Managers: Carry out timely and efficient retail execution of account plans and promotions. Achieve category section dominance vs. competitive products and create product displays supported by promotion or fact-based retail level communication.
Marketing/Sales Support/Customer Service: Provide timely response to field requests and correspondence with a flexible, results-based approach to resolving issues and determining next steps.
Scope:
The Sales Representative is responsible for implementing at retail the business plans and strategies developed for Trade customers located within an assigned territory. He/she will contribute to maximising sales by providing sufficient and efficient call coverage, ensuring 100% distribution of listed K-C product codes per banner, selling in displays to support ad activity and account initiatives, and by creating store specific initiatives that promote K-C products. The Sales Representative (SR) provides regular feedback to the ROM on retail successes, challenges, potential opportunities, and competitive initiatives. He/she has ownership of an assigned territory and manages the sales calls within the parameters of the Retail Management System an internally based system. The ROM and SR will work together initially to plan coverage cycles and sales call priorities within the territory, assess category opportunities and sell-in plans for improvement. The SR will establish and maintain positive business relationships with influencers and decision-makers at the retail locations and head office account and develop and deliver results-oriented sales presentations. During a sales call, the SR must ensure their customer™s shelves are fully stocked with Kimberly-Clark products. This will involve lifting, bending, reaching, and carrying product cartons weighing generally less than 30 lbs. This physical activity is a required element of this position.
Basic Qualifications:
A recognised University degree or 2-3 years business diploma.
At least one year experience in Sales or in the Consumer Packaged Goods industry.
Preferred Skills:
Knowledge of the Consumer Packaged Goods industry to effectively perform the job and to contribute to the information gathered on Trade customers.
Strong organisational and time management skills to handle functional workload and multiple priorities
Planning, listening, probing, and influencing skills for effective sales call results
Strong communication skills (oral and written) to effectively present and support category recommendations to Trade customers
Principal Accountabilities:
1. Design and represent sales presentations, product and market information to assigned retail outlets as well as head office accounts.
2. Contribute to the achievement of division objectives through comprehensive coverage of assigned retail accounts with assigned territory.
3. Develop and implement an efficient and effective retail coverage plan for the assigned territory. (80%)
4. Manage small head office accounts within the assigned territory. (20%)
5. Maintain and enhance open communication channels with customers, internal K-C departments, and the Sales team where applicable.
6. Deliver sales presentations to Trade customers that meet their needs.
7. Proactively contribute information and feedback to the appropriate individuals regarding retail successes, challenges, opportunities, and competitive initiatives.
8. Contribute, when required, in situations, projects, and activities not included in other principal accountabilities to assist in the accomplishment of business objectives and personnel development.
9. Contribute to the achievement of business and personal objectives by seeking and responding to performance and development feedback, and by initiating personal development activities to enhance functional effectiveness.
10. Contribute to an environment where all team members are respected and valued regardless of their individual differences, and are motivated to improve both their individual and team contributions to achieve desired business results.
Working Conditions (Sales/Retail Representatives):
Physical Effort: Much of the time is spent standing, climbing, reaching, or bending (in retail stores) with a frequent need to move or lift light articles (
Physical Environment: There are regular exposures, which cause moderate discomfort. These include traffic congestion in large urban areas; travelling in remote regions; and possible exposure to dust, dirt, or other conditions in retail stores.
Sensory Attention: There is a moderate need for sensory attention (hearing and seeing) while driving an automobile. Otherwise, there is the normal use of seeing and hearing, with little or no need to focus particularly on special factors in the environment.
Mental Stress: Considerable mental stress may be experienced by disturbing situations, pressure form simultaneous priorities, demands for results, conflicts with personnel or customers, or the legitimate concern about the probability of such events occurring. Travel or meeting requirements frequently disrupt family and social life.