Job Description

Role Purpose: Reporting to the Area Sales Manager, this role will be responsible for; 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 The main purpose of the role is to cultivating Strategic Partnerships with Key Outlets through proficient To regularly review distributor\'s capability and infrastructure support through monthly Distributor Business Review to ensure achievement of sales, effective call rate, numeric distribution, service levels targets and merchandising standards in field execution. Key Accountabilities: 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 spend to CRO and Key customers. Monitors trade spend with CRO and customers and Sales Finance Participates in business development programs (samplings & road show) 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 refine 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 Company\'s promotional activities effectively in all General Trade channels Conduct distribution audits during market visits 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 Skills & Experience: University graduate majoring in Marketing or Business Administration. Minimum 2 years of proven experience, ideally in an FMCG industry. Experience in managing distributors and driving key fundamentals of sales performance. Knowledge of effective communication and how to impact and influence consumer behavior. 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.

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