Job Description

We are Fonterra, one of the world's largest dairy nutrition companies.
At Fonterra, you'll be inspired by purpose and guided by principles. Whether you're based in New Zealand or anywhere else around the world, you'll be part of a team that creates goodness for generations and delivers global impact through local action. Our brands are trusted by families and individuals alike, delivering high-quality dairy nutrition to millions of people globally.
As a Co-operative created and owned by New Zealand dairy farmers, our collaboration, innovation, and passion have enabled us to share the goodness of our dairy with the world. We're committed to caring for the land, our animals, and every drop of milk, producing nutritious food with safe, quality ingredients loved in New Zealand and around the world.
As part of the Fonterra Co-op, you'll be solving for a better future alongside a team connected by solid values as we strive to be a leader in dairy sustainability, dairy innovation and science, with a focus on New Zealand milk.
When you join Fonterra, you'll open yourself to a career of opportunities where you can grow with us by developing your skills, sharing your knowledge, and exploring diverse career paths that ignite your passions.
About the role
The primary purpose of the Area Sales Executive (ASE) role is to manage outlet performance and field execution to achieve volume, value and distribution targets in the Johor territory. The position focuses on building and maintaining strong relationships with key outlets, ensuring excellence in in-store execution and driving the implementation of commercial plans aligned with Fonterra's channel and category strategies.
About the role
Sales and Financial Performance

• Deliver Volume (Cartons) and Value (Net Revenue) Targets.
• Manage Customer Trade Spend (GTN) Within Budget Including Trading Term and Products Return.
• Provide Timely and Accurate Sales Forecasting Using Historical Data and Business Insights.
• Achieve Monthly Sales Objectives and Growth Plans.

Customer Management

• Develop and Implement Agreed Action Plans To address Performance Gaps and Leverage Opportunities.
• Ensure Sales Team Execute Promotional Activities effectively in General Trade.
• Conduct Regular Trade Audits and Follow Up Visit to Ensure Numeric Distribution and Service Standards.

In Store Execution

• Execute Fonterra Picture of Success (5Ps - Products, Price, Place, Promotion, POSM) at the outlet level.
• Coordinate with Merchandising Team to Ensure quality Execution and Visibility of Products.
• Provide Timely Feedback on Market Conditions, Competitor Activities and In Store Opportunities.
• Drive Speed to Marker for Innovation, NPD Launches and In Store Activations.

Commercial Planning and Category Support

• Communicate Clearly and Timely with CROs and Customer on Plans, Activities and Spends.
• Participate in Business Development Programs like Sampling and Roadshow.
• Monitor and Optimize Trade Spend.

About You

• Diploma or above in business administration, marketing or related field. Additional certifications in Sales OR Trade Marketing will be an added advantage.
• Minimum 2 to 5 years of proven sales experience preferably within FMCG industry.
• Demonstrated experience managing field sales teams.
• Strong background in sales forecasting, trade spend management and market execution.
• Experience working in general trade channels with understanding of johor retails landscape.
• Strong communication, negotiation and relationships building skills.
• Analytical ability to interpret sales data and market trends.
• Excellence problem solving, time management and organizational skills.
• Proficiency in microsoft office suite (word, excel, powerpoint) and CRM system.
• Customer oriented mindset with focus on executional excellence.
• Self-motivate, resilient and adaptable to a fast-paced environment.
• Willingness to travel extensively within Johor.

Are you excited about this opportunity but may only meet some requirements?
At Fonterra, we are committed to building a diverse workplace and, therefore, open to looking at applicants with excellent transferable skills. If that's you, we encourage you to apply as you may be the right candidate for this role or one of our other opportunities.
Or join our Talent Community by clicking , to be notified about new and relevant job opportunities.
The benefits of life at Fonterra
Our people and what they bring to our Co-op shape our success. We have a collaborative culture, inspiring leaders, and passionate people, making Fonterra a great place to work. We also offer competitive remuneration and a range of benefits, regardless of your role or location.
Fonterra is a place where everyone can be themselves, feel empowered to do their best, and are empowered to create goodness for generations.
Sound good to you? Come and join us, and let's solve for better, together. You, me, us together.
#LI-NI1 #LI-JW

Skills Required