National Key Account Manager, Foodservices

*About the opportunity
The Vietnam Foodservice Business is identified as one key pillars of growth for Fonterra Brands Vietnam, hence this position is critical to generate revenue and profit for the business unit.
Reporting to the Foodservice Director, you will set clear priorities and accountabilities for the Key Account Management team and build exceptional relationship with key accounts by focusing on the specific needs of the customers. You will ensure business processes are in place to support the tools required to execute against the channel/customer strategies.
*Key Accountabilities:
• Drive the development, execution and delivery of Value Add growth strategies with key customers
• Gain a deep understanding of customer needs, strategies, market insights, and
business drivers and use these to develop clear customer business plans. Ensure
the growth strategies are aligned to the wider Vietnam Foodservice strategies and
plans.
• Build and maintain relationships with key influencers, decision makers and approvers within the customer's organisation to create sustainable growth and long-term partnerships.
• Negotiate value propositions and solution options with customers to maximise the account potential to achieve targeted depth (share of wallet in dairy category) with the right target product mix.
• Monitor competitor activity (those of the customer and of Fonterra) and use market intelligence to develop customer plans.
• Launch new products and implement any programmes from the Channel Team
• Lead the execution of annual business plans to deliver and exceed annual budget targets for revenue, volume and EBIT
• Negotiate contracts for new and existing business based on the Strategic Pricing
exercise to manage pricing volatility and drive profitable growth.
• Manage trade spend effectiveness (Gross To Net) within Budget
• Monitor and manage performance against KPIs in the customer strategy.
• Lead, inspire and develop the team and ensure effective talent management
• Maintain an overview of all customer interfaces and promote efficient customer
service.
• Conduct periodic business reviews to align customer and Fonterra expectations.
• Maintain an overview of the 12 months customer demand plan and ensure customer service levels are achieved by monitoring service delivery levels to the assigned Key Accounts and implementing improvements and resolving any issues via the Sales Execution & Operation Team.