北京招聘

Achieve sales, business growth and profit objectives
Establish sales plan for all designated customers that are integrated with regional and global budgets
Meet (at minimum) planned sales targets/price achievement for designated customer/ areas
Develop and maintain partnerships between Fonterra and the key customer stakeholders to identify and capture mutually beneficial growth opportunities
Responsible for ensuring customers participation in gDT events where applicable
Prioritize key growth and cost reduction initiatives and drive to achieve deliverables on time
Develop and implement account growth strategies
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 existing local segment 1 and 2 customers. For global accounts, work with the appropriate Global Account Manager to integrate local plans into the global plan.
Develop account plans 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 Segment 1 and 2 customers, 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 Fonterra Customer Service Centre to ensure excellent customer service across all aspects of sales order execution and other relevant aspects of the customer plan
Work closely 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 Global Account Managers (where appropriate) 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
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 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 Ingredients marketing team. Gather the intelligence proactively and report regularly to Category 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 accuratecustomer data and opportunities including ‘Customer Central’
Leadership and Teamwork
Lead, coach, inspire and develop the relevant sales team to achieve the category strategy, with the focus to grow value based selling capabilities
Provide positive leadership by role modeling Fonterra values and facilitate a favorable working environment that inspires, aligns, recognizes and sustains high performance, and attracts and retains talent
Provide coaching and mentoring to Account Managers/Key Account Managers and the broader team to build value base selling
Be a role model in the use of tools/methodologies for customer planning and management activities
Support the Category Directors and VP of Ingredients to build and strengthen a strong team culture that focuses on performance, collaboration, and development
Qualification and experience
Requirement Essential Preferred
Education University degree
Fluent in both Mandarin & English Degree in food technology or a related field
Experience Minimum 6years sales experience
Minimum 4years account management experience with proven success in managing key accounts
People management / leadership experience Experience in a multinational company
Marketing knowledge and experience
Technical/Functional
Expertise B2B Sales and Marketing Finance knowledge
Industry Experience Minimum 3 years FMCG or relevant industry experience Dairy industry knowledge would be advantageous
Key relationships
Internal External
? China Ingredients (Category, Marketing, Technical & Sales Operations teams)
? Fonterra NZ Milk Products and Sales teams
? Global Operations, Quality, Product Technical, Supply Chain
? GCI Leadership team
? Fonterra Nutrition team
? Corporate Legal team ? Customer contacts in decision-making and influencing functions: top management, purchasing, R&D, marketing, strategy, innovation, supply chain, manufacturing etc
? Industry experts, opinion leaders

恒天然商贸（上海）有限公司诚聘