北京招聘

This role sits within NZMP’s Sports & Active Lifestyle (S&AL) functional nutrition unit (FNU). This business unit has the vision to be a consumer centric, innovative nutritional solutions business supporting end consumers to achieve their health and wellness goals.

To fulfil this vision, the new team will drive growth through:

1.      Drive value within our core protein business

2.      Extend our specialty ingredients offerings to meet emerging consumer needs

3.      Accelerate our growth through partnerships & new business models

This sales role will be based in Shanghai, the purpose of this role is to grow and develop sales opportunities and customers to achieve our S&AL China target. The Assistant Account Managers need to be skilled, results-driven professionals responsible for achieving budgeted sales for their customers. This role leads the customer relationship at a local level for all managed customers and is responsible for developing new customers and delivering on agreed objectives.

Role accountabilities

The Assistant Account Manager is responsible for championing the drive towards value creation and continuous growth through customer intimacy and satisfaction and for being aware of market dynamics and influences, and quickly interpreting the “global picture” back into the sales network.

Achieve sales, business growth and profit objectives

Establish sales plan for all relevant and designated customers that are integrated with regional budgets.

Deeply Understand the S&AL product portfolios.

Developing new opportunities or new customers in S&AL to achieve our opportunity target and sales targets.

Meet (at minimum) planned sales targets/price achievement for designated customer/ areas

Develop intelligence networks within the global dairy business

Closely monitor the market environment, customer trends, competitors, pricing, demand, local regulatory environment and development trends etc in conjunction with marketing team. Gather the intelligence proactively and report regularly to Sales Director demonstrating deep market understanding in day to day delivery.

Develop external knowledge of market, applications, customers and competitors and create market visibility for Fonterra on responsible customers, areas as well as specific segments

Utilise Fonterra systems and process to capture and maintain accurate customer data and opportunities including ‘Customer Central’

Manage sales opportunities

Manage sales, overview the contracting process, and negotiate price within the agreed guidelines to ensure the business is maintained and value maximized

Provide feedback on market pricing to ensure future best price for Fonterra

Effectively manage account receivables, debtors and credit limits

Manage customer performance by tracking and delivering against agreed metrics

Drive cost saving and any spec rationalization initiatives in line with agreed policy

Develop and implement account growth strategies in line with category 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 and use this understanding to name and drive strategic objectives

Using the Fonterra sales and account planning methodology, prepare and communicate dynamic customer plans for any new customers as appropriate. With the aim to defend and grow Fonterra’s position and ensure customer plans are consistent with the Fonterra strategic plan

Communicate the plan to the customer, and align customer and Fonterra expectations and gain customer commitment

Identify potential customers that meet strategic criteria, actively develop new customers and continuously optimize customer portfolio

Deliver exceptional service standards for customers and operations

Align customer and Fonterra expectations and set standards for corrective actions and complaint resolution

Ensure efficient, seamless customer services through monitoring customer interfaces and providing feedback to relevant parties

Provide demand forecasts in a timely manner to the China Ingredients Operations team and the ensure demand forecast is accurate at all times.  Maintain the customer demand plan in Demand Planning Tool.

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, licenses and documentation specific to the local market.

Closely monitor and manage responsible customers’ payment performance to ensure DSO date achieved and minimize the debtor risks and impact to Fonterra order processing/logistic operation

Work closely with the Sales and Operational team to ensure excellent customer service across all aspects of sales order execution and other relevant aspects of the customer plan

Work closely with NZMP and Operations to address long term supply, supply chain, capacity and profitability issues and opportunities

Lead and champion the development of a network committed to the customer

Co-opt the resources necessary to create the customer plan and drive development of opportunities in the plan.

Work collaboratively with S&AL Globally to ensure local and global strategies are congruent

Develop and maintain networks within Fonterra to ensure excellence in all interactions with the customer

Share customer knowledge, insight and experiences with other internal stakeholders where appropriate, maintaining an awareness of customer confidentiality practices

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