Route to Market Specialist at Kimberly-Clark

Context

• Playing to win in Nigeria is a strategic bet for the K-C enterprise. A critical component to enable the win is to establish a sustainable and effective RTM that will deliver against our business objectives in Nigeria.
• Currently our model relies on 51 distributors across the country but has been ineffective at expanding our quality presence which stands at only 2% numeric distribution. We are at an inflection point and we know we need to significantly change our RTM to enable our success.

The scope of the Role
Lead the establishment and sustainability of the right RTM that will support the delivery of our strategic business objectives. Specifically:

• Lead the evaluation and recommendation of the right RTM
• Lead the implementation and set up of the new RTM
• Set the right parameters for success, how best to track them and take corrective measure (cost to serve, sales effectiveness, competitive advantage, etc.)
• Set the process for continuous improvement and RTM re-engineering to drive cost and output effectiveness
• Build by channel/city sales capability through the right tools and measures
• Groom local succession for the role and build talent within the sales team
• Albeit a small part of the role, be the lead reference and expert re RTM within the rest of emerging Africa.

Given the importance of the role and the junction the business is at, the role will report directly to the GM of Nigeria and sit on the leadership team of the Nigeria unit. The role will work closely with the demand leadership in Nigeria (sales, marketing and trade marketing) to enable a powerful demand generating system. The role is expected to exhibit the following competencies:

• Strategic agility and strong business accumen
• Executional excellence and drive for results
• Team player
• Cultural adaptability and working across borders.
• Possibly a 2-3 year assignment.