- Experienced with a deep understanding of the dairy and food ingredients industry preferred.
- Proven track record of achieving sales targets and business objectives
- Strong ability to build and maintain positive relationships with clients and internal stakeholders is essential.
- Singapore based.
About the Opportunity
Reporting to the Sales Director, NZMP S&EA, the Sales Manager is responsible for managing a specific set of customers within their respective markets, and developing & executing account plans to achieve volume, revenue, and pricing targets. You will leverage complex sales tools and innovative solutions to drive value creation and customer satisfaction.
To ensure successful execution, you will collaborate closely with various internal teams, including Sales Operations, Technical, Supply Chain, Manufacturing, Marketing, CPM, Category Teams, and Regulatory teams. This cross-functional collaboration is essential to meet business objectives and deliver timely solutions to customers.
Role Accountabilities
Account Strategy:
- 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, new business opportunities.
- Using the Fonterra WoS tools and methodology, prepare and communicate dynamic account plans.
- Develop and execute comprehensive account plans aligned with Fonterra's regional and global strategies.
- Monitor market trends, competitor activities, and customer needs for strategic decision-making purpose.
- Communicate the account plan up, down and across Fonterra, to influence outcomes
- Participate actively in developing and implementing Fonterra and regional strategies, in the context of local market environment and opportunities.
Deliver exceptional service standards for customers and operations:
- Develop and maintain excellent relationships with customer decision makers. Ensure efficient, seamless customer services through monitoring customer interfaces and providing feedback to relevant parties
- Maintain accurate demand signals, and a robust opportunity pipeline with accurate inputs into IBP processes for aligned accounts
- Adhere to financial, sales and operating authorities as defined by Fonterra company policy
- Develop and maintain an in-depth understanding of the supply chain; including knowledge of import regulations, licences and documentation specific to the local market
- Work closely with Global Ingredients network 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
Sales and Business Development:
- Achieve sales, business growth, and profitability targets.
- Identify and pursue new business opportunities, including product launches and value-added services.
- Develop partnerships between Fonterra and the customer stakeholders to identify and capture mutually beneficial growth opportunities.
- Manage sales in accordance with volume, value and pricing guidelines
- Manage account receivables and credit limits to mitigate risk.
Market Intelligence:
- Gather and analyse market intelligence to identify trends and opportunities.
- Monitor competitor activities and customer behaviour to inform strategic decisions.
- Develop a deep understanding of the global dairy market and customer needs.
- Possess an understanding of dairy financial markets, and commodity indices
Team Collaboration:
- Collaborate with cross-functional teams to ensure alignment and efficient execution of strategies.
- Foster a positive and collaborative work environment.
About You
- Degree with minimum 5 to 10 years of experience in sales, technical, marketing, or business development roles in a multinational environment
- Experience with a deep understanding of the dairy and food ingredients industry preferred.
- Proven track record of achieving sales targets and business objectives.
- A strong ability to build and maintain positive relationships with clients and internal stakeholders is essential.
- Possess a keen eye for detail and the ability to interpret complex data.
- Excellent written and verbal communication skills.
- Proven relationship-building skills.
- Ability to identify and resolve issues effectively and efficiently.
- Ability to work independently and as part of a team.
- Proactive self-starter and committed to delivering high-quality work.
Our Co-operative
Te Mātāpuna toa takitini
Fonterra’s strength is in the collective.
We are a Co-operative created and owned by Aotearoa New Zealand dairy farmers. Our rich history is built on farming families working together to share the natural goodness of our dairy with the world.
NZMP, which stands for New Zealand Milk Products, is the ingredients and solutions brand of dairy co-operative, Fonterra. We have one of the broadest ranges in the dairy industry; our ingredients are sold in over 100 countries and are used by some of the world’s most famous food and nutrition brands.
Owned by 9,000 New Zealand farming families, NZMP are backed by Fonterra’s grass-fed farming heritage, passion for innovation, and leading processing and quality standards.
