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Account Manager

General Information

Date Published
11-Dec-2025
Advertising Ends
18-Jan-2026
ID#
14369
Role Type
Sales
Work Type
Permanent Full-Time
Workplace Type
Hybrid
Country
New Zealand
Location
Auckland

Position Description

Our Co-operative

Ata whakaarohia tō āpōpō | Imagine Tomorrow with Us
At Te Mātāpuna Fonterra, we want everyone to feel they can be themselves. 

Whether you're early in your career or ready for your next step, Fonterra offers a unique opportunity to grow with a global dairy co-operative that values care, collaboration, and contribution. 

Owned by New Zealand dairy farmers and supported by a dedicated team, we are all working together to create a better future. Imagine tomorrow with us, where your career can grow, and you can create positive change.

He kupu mō mātou | About us
Fonterra Oceania is a fully integrated trans-Tasman business, culminating Fonterra Brands New Zealand (FBNZ) and Fonterra Australia. As one strong team, we’re focused on creating scale, driving synergies, and delivering great dairy products to consumers across New Zealand, Australia, and beyond. With a shared commitment to innovation, collaboration, performance and customer centricity, our Oceania business competes with impact across local and global markets. This role joins a team that’s helping shape the future of dairy in the region - one that’s agile, ambitious, and deeply connected to our communities and customers.

Mō tēnei tūranga | About the Opportunity
Join a diverse, experienced key account team in FBNZ’s Out of Home channel, where you’ll manage a portfolio of national accounts and actively hunt for new business across New Zealand - partnering closely with our Anchor Franchisee network, food distributors and internal specialists. This role blends end to end account ownership with hands on commercial delivery, giving you real scope to learn, add value, and grow your career in a supportive, high performing environment. You will:

  • Manage end to end functions for assigned national accounts, develop joint business plans, and build strong, commercially sound relationships with customers and distributor partners 
  • Prospect, build and convert a growth pipeline - leading tender submissions and negotiating supply agreements to unlock new revenue
  • Drive pricing reviews, promotions and forecasting using trade promotion tools; ensure timely communication on pricing changes, new product launches and deletions
  • Provide operational and administrative support to the Key Account Manager and broader Key Account team - acting as first point of contact for sales queries, onboarding national customers, and coordinating change requests
  • Collaborate across Commercial, Marketing, Finance, Demand Planning, Field Teams and Customer Service to solve issues, run reports, and ensure smooth execution for franchisees, distributors and direct customers
 
Mōu | About You
You are highly independent and exceptionally organised, with the curiosity to learn how our business works and the confidence to deliver results in a multi route to market environment. You build trusted relationships, communicate clearly, and enjoy supporting teammates while holding yourself to high standards. In addition to this you will have:

  • Minimum 2 years’ experience in national level consumer sales (FMCG/Out of Home), ideally with exposure to dairy/foodservice
  • Advanced Excel capability, SAP user, and proficient across Microsoft Office; a confident presenter who can create and deliver compelling decks
  • Strong commercial acumen with proven negotiation and influencing skills; self motivated and target driven
  • Solid relationship building skills and the ability to partner across internal teams and external stakeholders (including franchisees and distributors), navigating complex dynamics with resilience
  • A growth mindset - curious, structured and accountable, always seeking to understand, improve, and add value

Ngā Aura | Our Values 
At Fonterra, our values of Good Together, Better Every Day, and Every Drop Counts, are for everyone – no matter your background, identify or experience. These values guide us in delivering exceptional outcomes for our farmers, customers, communities, and each other. Discover how your values align with ours by taking our Values Quiz

Tā mātou oati | Our Commitment to You 
We care for our people globally. Our comprehensive benefits support your well-being, development, and work-life balance:
  • Fair and equitable pay
  • Health and well-being programs (medical, mental health support)
  • Professional development opportunities
  • Career growth support
  • Work-life balance options (flexible/hybrid working where possible)
  • Employee recognition
  • Support for community involvement and cultural connection
To learn more, visit Fonterra Careers

Ngā Mahi | A Career of Opportunities
At Te Mātāpuna Fonterra, we are inspired by purpose and guided by our principles and values. Together, we create goodness for generations and make a global impact at a local level. As part of our Co-operative, you are an everyday creator, imagining what Fonterra, dairy, and you can be here.

Tātou Tātou | Join Us
Does this sound good to you? Come join our whānau - bring your whole self, and let's solve for better together. 

You, me, us together, Tātou, tātou.

He Wāhi mō te Katoa | Together, we're shaping a future of inclusion.
Inclusion is key to our Co-operative. We're building a team that reflects the diverse world we live in, believing it drives better decisions and innovation. 

We welcome applications from all backgrounds (ethnicities, genders, identities, orientations, ages, abilities, neurotypes, cultures, religions). 

Even if you don't meet every requirement listed, we encourage you to apply; we value your potential and growth. 

If you face accessibility issues or need accommodations during the process, please contact your recruiter. We ensure fair participation, allowing you to be at your best. Tātou, tātou. 

Please note the recruitment team have an official closure period for the festive season from Tuesday 23 December until Tuesday 6 January, 2026. Applications will be actioned after this date.