Job Description

Job Purpose:

• Managing the Distributor\'s salesmen to achieve the sales objective and targets set above.
• To ensure distributors implement the agreed action plans within the stipulated time frame and submit required reports on the results achieved upon execution of the action plans
• To regularly review distributor\'s capability and infrastructure support through monthly Distributor Business Review to ensure the achievement of sales, effective call rate, numeric distribution, service levels targets and merchandising standards in field execution

Key Responsibilities

Financials

• Delivers volume (tons & ctn) and value (Net Revenue)
• Manages customer trade spend (GTN) within budget, including trading terms and product returns.

Category Strategy

• Understands customer prioritization framework for customers
• Defines customer tactics basis prioritization Commercial Planning
• Implements operational plans aligned to activity grid (SMAP) and channel strategy.
• Provides accurate, complete and timely bottom-up forecast via historical data, business trends and insights Category Activities
• Communicates clearly and timely plans, activities and spending to CRO and Key customers
• Monitors trade spending with CRO and customers and Sales Finance
• Participates in business development programs (samplings & roadshows) to further improve in-market execution

In-Store Excellence

• Executes Picture of Success in the outlet and tracks the same- 5Ps (Product, Price, Place, Promotion, POSM)
• Implements insight-based standards on retail execution by channel and refines using ROI analysis
• Coordinates with merchandising agency for timely and quality execution
• Provides timely feedback to internal and external stakeholders on store issues and opportunities
• Achieves speed to market on innovation including NPD, events, promotions, and POSM

Channel/Customer/Account Management

• To professionally manage and evaluate distributors\' overall performance and draw up agreed action plans to address issues and leverage opportunities through the monthly Distributor Business Review.
• Responsible for the achievement of sales and distribution targets set.
• Ensure CROs implement the Company\'s promotional activities effectively in all General Trade channels Conduct distribution audit during the market visit and discuss follow-up actions with CROs concerned. Participate in monthly discussions with Area Sales Manager, and distributors\' field sales personnel to resolve trade and other operational issues

Organizational and People Management

• Owns individual development program
• Participates in training to enhance competencies

Key Requirements

• Bachelor\'s degree in business, marketing, or a related field.
• Proven experience in sales, preferably in a similar industry or role.
• Strong understanding of sales principles and techniques.
• Ability to build and maintain relationships with customers.
• Open for fresh grads

Our Story

Fonterra is a global nutrition company owned by 9000 farming families in New Zealand. We employ 20,000 people around the globe and offer amazing opportunities for people who want to join our team. 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. At Fonterra, diversity, inclusion, and flexibility are a big part of our business, and with a collaborative culture, inspiring leaders and passionate people, this is a great place to work, please apply and join our team

Fonterra