Distribution Manager

Ata whakaarohia t pp | Imagine Tomorrow with Us

For more than 150 years, Fonterra farming families have brought the goodness of natural dairy to people all over the world. We&aposre a farmer-owned Co-operative based in Aotearoa New Zealand. Made up of thousands of farming families and employees all working together for better. As a Co-operative we know the value of coming together to achieve a common purpose. We want to be the source of the worlds most valued dairy, working with our farmer shareholders and customers to provide trusted, high-quality dairy nutrition for generations to come.

Here at Fonterra, we are committed to growing our people. We value you and your career progression and are excited that you are taking this next step in your career journey with us. We are proud to offer a wide variety of roles across the Co-op, ensuring that no matter what business unit or stage of life you&aposre in, there&aposs a good chance we&aposve got something to suit.

He kupu m mtou | About us

Fonterra in Indonesia is part of our global Foodservice business, delivering high-quality dairy solutions to customers across the region. With a strong presence in Makassar, our team is focused on driving growth in key industry channels such as Asian bakery and full-service restaurants.

M tnei tranga | About the opportunity

We are excited to announce a high-impact opportunity for a Distribution Manager (Foodservice) to join our team on a permanent basis in Makassar.

Reporting to the Regional Sales Manager (Foodservice), this role is responsible for establishing the national distribution and sales strategy, developing a network of distributors, and enabling the delivery of our Foodservice growth aspirations.

Youll lead distributor teams and collaborate closely with internal stakeholders to ensure excellence in execution, customer service, and operational standards.

Key Responsibilities Include:

Drive clear priorities and accountability for distributor sales teams through consistent execution and effective control.

Develop and implement value-added growth strategies with Non-Key Account (NKA) customers in the Foodservice channel, including the following:

-In the context of Foodservice, NKA refers to Non-Key Account customers, while KA refers to Key Account customers.

-The Distribution Manager will be responsible for managing NKA customers directly.

-For KA customers, the Distribution Manager will coordinate with the Key Account Manager (KAM) and the distributor to ensure effective execution within their designated area.

Build strong relationships with key influencers and decision-makers.

Monitor competitor activity and leverage insights to shape growth initiatives.

Lead the execution of annual business plans to exceed revenue, volume, and EBIT targets.

Champion customer service excellence and align expectations between Fonterra and its customers.

Represent customer demand plans in business forums and ensure operational support for growth.

Forecast accuracy will be a key capability and performance indicator (KPI).

Mu | About you

You are a strategic and hands-on leader with a passion for driving results and building strong partnerships. Your ability to manage distributor networks and lead teams will be key to your success.

Other key attributes include:

Proven account management experience (minimum 1 year).

Minimum 3 years of sales experience with a track record of delivering results.

Strong leadership and people management skills.

Experience in developing and executing distributor strategic business plans.

Financial acumen and negotiation skills.

Fluent in English, with excellent presentation and communication abilities.

Those with chefmanship attributes will be considered a strong advantage. Chefmanship at Fonterra is a strategic culinary capability that blends deep product knowledge with trend forecasting to shape future-forward menus. It empowers chefs to deliver innovative, customer-relevant solutions and actionable insights that elevate foodservice operations and drive product conversion

Ng Uara | Our Values

We live our values every dayGood Together, Better Every Day, and Every Drop Counts. They are for everyone and guide how we show up for each other, our farmers, and our communities.

Take our Values Quiz to reflect on how your values align with ours. [Fonterra Values]

T mtou oati | Our Commitment to You

We care for our people globally. Our comprehensive benefits support your well-being, development, and work-life balance:

Fair and equitable pay

Health and well-being programs

Professional development opportunities

Career growth support

Flexible/hybrid working options

Employee recognition

Support for community involvement and cultural connection

To learn more, visit Fonterra Careers

Ng Mahi | A Career of Opportunities

At Te Mtpuna Fonterra, we are inspired by purpose and guided by our principles and values. Together, we create goodness for generations and make a global impact at a local level.

Ttou Ttou | Join Us

Does this sound good to you Come join our whnaubring your whole self, and let&aposs solve for better together. You, me, us together, Ttou, ttou.

He Whi m te Katoa | Together, we&aposre shaping a future of inclusion

Inclusion is key to our Co-operative. We&aposre building a team that reflects the diverse world we live in, believing it drives better decisions and innovation.

We welcome applications from all backgrounds. Even if you don&apost meet every requirement listed, we encourage you to apply; we value potential and growth.

If you face accessibility issues or need accommodations during the process, please contact your recruiter.

Applications close at midnight on 12 September 2025.