Fonterra

About Fonterra

Roles & Responsibilities Your Purpose The Account Manager is a skilled, results-driven operator. You are responsible for an agreed set of customers, charged with developing account plans and delivering on agreed volume, revenue and price achievement targets. You need to establish and maintain key internal relationships with Sales Operations, Technical, Supply Chain, Manufacturing, Marketing, CPM, Category Teams and Regulatory teams to ensure that tasks are completed in a timely manner within business rules. A key success factor for this role is the development of relationships at all levels. You are expected to have an understanding of market dynamics and influences, being able to interpret the “global picture” back into CPM, Category Teams and wider networks as appropriate. The role also demands attention to detail ensuring the correct product specification, pricing, shipping and country requirements are met Some of the key areas you would own Lead the development and implementation of account growth strategies Develop a deep understanding of the customer vision, mission, strategies and business drivers and how they impact on the customer’s relationship with Fonterra. Use this understanding to name and drive strategic objectives. Build and maintain relationships with key decision makers in the customer’s organisation Participate actively in developing and implementing Fonterra and regional strategies, in the context of local market environment and opportunities Achieve sales, business growth and profit objectives Develop and present new ideas, solutions, products, opportunities, and expertise to the customer that deliver to sustainable sales growth Monitor and manage performance against KPIs in the account plan Identify and Manage sales opportunities Develop partnerships between Fonterra and the customer stakeholders to identify and capture mutually beneficial growth opportunities Identify sales opportunities for customer to meet planned demand targets Overview the contracting process, and negotiate price within the agreed guidelines to ensure the business is maintained. Manage customer performance by tracking and delivering against agreed metrics Drive cost saving and spec rationalisation initiatives in line with agreed policy Deliver excellent service standards for customers and operations Develop and maintain excellent relationships with customer decision makers. Ensuring efficient, seamless customer services through monitoring customer interfaces and providing feedback to relevant parties Maintain accurate demand signals and opportunity pipeline with accurate inputs into Demand Reviews / IBP processes for aligned accounts Work closely with CPM and Sales Operations to address long term supply, supply chain, capacity and profitability issues and opportunities Develop and maintain comprehensive knowledge of new and existing dairy products and the market environment in which they compete Drive the development of a network committed to the customer Work collaboratively with CPM, Category teams to ensure local and global strategies are congruent Share customer knowledge, insight and experiences with sales team where appropriate, maintaining an awareness of customer confidentiality practices Develop intelligence networks within the global dairy market Develop external knowledge of the global dairy market, customers and competitors Research and report on market intelligence to the regional teams and wider networks Link international developments/situations with future impact in the market place Qualifications To be successful in this role, you need to have a degree in Commerce or Food Technology with at least 5 years of sales/ technical / commercial experience in the Dairy and / or Food Ingredients industry. You should have proven relationship management skills with customers and have the ability to problem solve.You must be able to effectively manage multiple different sales situations and identify the right solution to customers’ complex problems. Proficiency in English and Bahasa Indonesia is a must. Our Story - Dairy Expertise that leads the world NZMP, which stands for New Zealand Milk Products, is the ingredients and solutions brand of Fonterra. We have one of the broadest ranges in the dairy industry; our ingredients are sold in over 130 countries and are used by some of the world’s most famous food and nutrition brands. We are backed by Fonterra’s New Zealand grass-fed farming heritage, passion for innovation, and leading processing and quality standards. NZMP ingredients deliver our customers real market advantage and exceptional quality.

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Company Info

Legal Form: GmbH

Company Type: Public

Company Size: 5001 - 10000

Revenue: > 10 billion (USD)

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Job Ads found: 6649

Job Ads per Month: 135.7

Hiring Locations: 112

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