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
Role purpose:
Drive sustainable and profitable growth of assigned Key Accounts by developing strategic partnerships, delivering customer-focused solutions, and executing business plans that expand Fonterra's share of wallet and long-term value in the Foodservice channel.
Key Accountabilities
1. Strategic Account Growth
o Own and deliver Customer/Joint Business Plans (CBP/JBP) aligned with Fonterra Foodservice Strategy
o Drive revenue, volume, and profitability growth across assigned accounts
o Identify and unlock growth levers: portfolio expansion, demand creation, and consumption building
o Monitor performance and take proactive actions to deliver budget targets (Volume, NSR, GM, EBIT)
2. Customer Partnership & Stakeholder Management
o Build and manage strong, multi-level relationships with key stakeholders (Owners, GMs, Procurement, Marketing, Chefs, R&D, F&B leaders)
o Develop deep understanding of customer strategy, operations, and growth ambitions
o Position Fonterra as a strategic partner through long-term collaboration
o Lead regular business reviews and strategic discussions to sustain long-term growth
3. Value Creation &
Business Developmento Identify customer needs, pain points, and growth opportunities
o Deliver tailored solution-led proposals combining products, applications, and business initiatives
o Lead product conversion, innovation, and menu development projects
o Drive demand creation programs in collaboration with Marketing and Chef teams
o Support customers in improving menu development, kitchen efficiency, and commercial outcomes
4. Execution Excellence & Trade Management
o Ensure strong in-market execution of agreed plans across outlets
o Conduct store visits, trade checks, and performance reviews
o Monitor product performance, activation effectiveness, and competitor activity
o Recommend and execute corrective actions to optimize results
5. Market Intelligence & Insights
o Stay on top of market trends, competitive landscape, and customer dynamics
o Identify opportunities in key segments (Bakery, Beverage, Hotel, Dining)
o Provide clear, actionable insights to support business strategy and decision-making
6. Cross-functional & Distributor Collaboration
o Work closely with Marketing, Chef, Supply Chain, Finance to deliver integrated customer solutions
o Partner with distributors to ensure service excellence, stock availability, and seamless execution
o Translate customer insights into actionable internal initiatives (portfolio, pricing, innovation)
