Regional Business Development Manager - South Luzon

• Sales Management Experience in the FMCG industry
• Proven ability to manage large distributor networks, with in-depth knowledge of route-to-market systems
• Demonstrates a deep understanding of market trends, consumer behavior, and competitive landscapes, combined with strong financial acumen and strategic thinking ability

About the Opportunity

Reporting to the National Sales Manager – Head of GT, you will identify business development opportunities and lead the on-time execution of the channel growth strategy in South Luzon, aligned with the strategic objectives (RTM, JBP, RGM, Sales Capability) and to manage key customer relationship on an ongoing basis specific to your region.

Role Accountabilities

• Deliver revenue and market share targets, manage trade spend, and optimize profitability.
• Build strong relationships, develop route-to-market strategies, and support distributor development.
• Lead the business opportunity based on channel/customer opportunity mapping to identify and prioritize key categories based on potential growth in value and ability to win.
• Lead and determines Route to Market (RTM) and Distributor Assessment for strategy development.
• Lead Joint Business Planning with distributor and top customers in the region.
• Oversee Customer Business Planning in top customers per distributor.
• Participate in top-to-top alignment with high value customers.
• Develop and execute strategic and operational plans.
• Partners with Trade Marketing on spend allocation based on strategy and customer/channel prioritization.
• Drive accurate sales forecasting with Distributor for the region.
• Drive effective pricing, promotion, and in-store execution.
• Ensure In-Store Excellence and speed to market on innovation including NPD, events, promotions, and POSM.
• Optimize the route-to-market model and sales structure.

About You

• Minimum 10 years of experience in FMCG sales (Trade Marketing, Key Accounts, Distributor Operations Management) with at least 5 years in Sales Management/Leadership.
• Strong distributor management experience with specific knowledge on route to market systems, and distribution targets and tracking tools.
• Has managed big distributor areas in the past; i.e. minimum of 50 Distributor sales representative headcount.
• Exceptional communication skills that are especially important in enabling effective communication between his interactions with consumers and external partners.
• Demonstrates a deep understanding of market trends, consumer behavior, and competitive landscapes.
• Possesses a strong grasp of financial metrics, including revenue, profitability, and market share.
• Exhibits a strategic mindset and ability to make informed decisions based on commercial considerations.
• Ability to effectively build and maintain strong relationships with customers at all levels.
• Demonstrates strong leadership qualities and can inspire and motivate teams.

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.

Collaboration, innovation, and passion was the cornerstone of our creation and something we continue to value today through our commitment to care for the land, our animals, and every drop of milk. Our milk creates goodness through nutritious food with safe, quality ingredients that are loved in New Zealand and around the world.