About the opportunity

Role Purpose

• To drive business growth and profitability for Fonterra by developing and maintaining strong relationships with key customers, including direct accounts and indirect accounts through distributors.

Role Accountabilities

Strategic Planning and Execution:

• Develop and implement long-term, annual, and quarterly strategic sales and distribution plans aligned with Fonterra's business objectives.

• Consolidate channel plans and sales growth estimates into comprehensive Sales and Customer plans.

• Regularly measure progress against plans and make necessary adjustments.

• Ensure that Sales and Customer Plans cover strategic priorities, execution plans, category sales values, sales rep development, and demand forecasting.

Customer Relationship Management:

• Serve as the primary point of contact for key customers and distribution partners.

• Proactively communicate with customers and partners to build strong relationships and ensure timely service.

• Monitor and assess the performance of distribution partners' sales and supply chain operations.

• Identify and develop opportunities for customer acquisition and growth.

Business Development:

• Develop business with key customers by working with stakeholders such as Senior KAM, Marketing, and Chefs.

• Identify potential customers and leverage foodservice trends and information to develop them.

• Ensure that distribution partners have the capacity and capability to develop and maintain customer services.

Performance Measurement and Reporting:

• Track and report on business performance against plans.

• Identify areas for improvement and implement corrective actions.

• Provide regular updates to management on progress and achievements.

What you’ll bring to the role

To be successful in this role, you will possess the following:

• Bachelor’s degree in Food Science or related field

• Master's degree in a commercial field is a strong advantage

• Minimum 5 years of experience in key account management in the foodservice or food industry

• Strong understanding of foodservice ideation principles

• Distributor management experience

• Experience in managing structured customer proposition projects and trade marketing initiatives

• Excellent business planning skills

• Strong English communication skills

• Ability to influence others

• Strong ability to collaborate and possess high flexibility to adapt to work with different people (internal and external stakeholders)