Role Purpose:
- Lead and develop the national Key Account & E Commerce strategy to drive sales growth, strengthen strategic partnerships with priority customers (Modern Trade, E-Commerce, Key Distributors), and ensure excellent commercial execution and sustainable business profitability.
Key Responsibilities:
1. Strategic Leadership
- Develop and execute the national Key Account & E Commerce strategy to achieve sales, growth, and market share targets.
- Build annual business plans with key customers, including Category Management, pricing, promotions, trade terms, and joint business planning.
- Identify new business opportunities to accelerate long-term growth.
2. Customer Relationship Management
- Establish and maintain senior-level relationships with top accounts: modern trade, e-commerce, and other strategic customers.
- Lead annual negotiations for contracts, trading terms, listings, and collaboration programs.
- Ensure the effective execution of Joint Business Plans (JBP) according to agreed targets and commitments.
3. Commercial Execution
- Ensure trade marketing programs are executed effectively across all key account channels.
- Ensure product availability, visibility, pricing compliance, and promotional execution across customer networks.
- Monitor daily/weekly/monthly sales performance and take corrective actions when needed.
4. Team Leadership & Capability Building
- Lead the Key Account team, including Key Account Managers and support roles.
- Provide coaching, performance management, and capability development to ensure a high-performing team.
- Build succession plans to ensure long-term organizational sustainability.
5. Business Analysis & Reporting
- Analyze sales performance, margins, promo ROI, and market trends for strategic decision-making.
- Manage key account P&L, including A&P investment, promo spend, and profitability.
- Present business reports and strategic recommendations to senior management.
Key Requirements:
- Bachelor's Degree in Business, Marketing, or related field.
- 812 years of experience in Key Account Management and Category Management, with at least 35 years in a managerial role.
- Strong background in FMCG, Consumer Goods, Retail, or Modern Trade.
- Proven success in large-scale contract and JBP negotiations with top accounts.
- Experience leading medium to large teams.
- Strong understanding of commercial P&L and financial management.
- Excellent analytical, communication, and stakeholder-management skills.
- Strategic thinker, agile, and able to work under high pressure.
Our Story
Fonterra Cooperative Group is a farmer owned co-operative dairy company and the world's largest dairy exporter. Our New Zealand-made dairy products are enjoyed in 140 markets across the globe. Our products are loved by people for their balanced nutrition, quality craftsmanship and sheer indulgence. Anlene, Anchor, Anmum, are among the best known dairy brands in Asia and the rest of the world. With more than 150 offices and sites around the world, Fonterra can offer a great range of career pathways across our business.
