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Customer Development Manager

General Information

Date Published
16-Apr-2026
Advertising Ends
30-Apr-2026
ID#
14529
Role Type
Sales
Work Type
Permanent Full-Time
Workplace Type
Hybrid
Country
Philippines
Location
Philippines

Position Description

We are Fonterra, one of the world's largest dairy nutrition companies.

At  Fonterra, you’ll be inspired by purpose and guided by principles. Whether you're based in New Zealand or anywhere else around the world, you’ll be part of a team that creates goodness for generations and delivers global impact through local action. Our brands are trusted by families and individuals alike, delivering high-quality dairy nutrition to millions of people globally.

 As a Co-operative created and owned by New Zealand dairy farmers, our collaboration, innovation, and passion have enabled us to share the goodness of our dairy with the world. We're committed to caring for the land, our animals, and every drop of milk, producing nutritious food with safe, quality ingredients loved in New Zealand and around the world.  

As part of the Fonterra Co-op, you'll be solving for a better future alongside a team connected by solid values as we strive to be a leader in dairy sustainability, dairy innovation and science, with a focus on New Zealand milk.   

When you join Fonterra, you'll open yourself to a career of opportunities where you can grow with us by developing your skills, sharing your knowledge, and exploring diverse career paths that ignite your passions.

About the role

The role is responsible for driving exceptional key account relationships by focusing on the specific needs of the customer. Ensures delivery of volume and EBIT objectives for the identified Key Accounts and executes Account Plans, Account Strategic Planning and In-Field call executions are aligned to Fonterra standards

About You

Strategy and Planning
  • Prepare Annual Sales Budgets for the identified key customers 
  • Develop account mapping, account engagement planning, SOW acquisition and SOW growth
  • Develop & align Key Account Sales Execution and Customer Service strategies with  Distributors and A, B and C accounts to meet the FS Business Unit’s Annual Budget  Plan sales growth objectives.
  • Establish customer service KPI’s and implement Sales Execution and Customer Service strategies to meet the set KPI’s.
  • Accountability for identified set of Key Account P&L performance. 
  • Negotiate contracts and pricing for new and existing business.
  • Monitor and manage performance against KPIs in the customer strategy.
Financial Performance
  • Monitor and report volume and net sale performance against the Annual and Monthly  Sales Budget for Key Account monthly and YTD and develop solutions to manage variances 
  • Volume , promo spend , EBIT and are delivered versus budget. 
  • Manage Key Account receivables to meet the Company Working Capital.
  • Accountability for Key Account P&L performance.
  • Monitor and manage performance against KPIs in the customer growth strategy.

Sales and Operations Planning
  • Achieve Monthly Demand Forecast Accuracy (DFA) KPI’s of particular set of customers to ensure inventory holdings are maintained within target levels.
  • Provide “BEST IN CLASS” sales intelligence (market, competitor activity) for inclusion in the SMAP process.  Analysis of various internal and external factors that impacts sales performance .
  • Provide accurate insights for Demand Planning – 3 months to 12 months range. 
  • Maintain a dynamic and active Dairy Scoping of Opportunity that will enable the team to plan for growth.  

Foodservice Sales Execution Best Practice 
  • Execute In-field calls based on Fonterra guidelines and best practice standard (Solution Selling)
  • Execute key account customer service standards in line with Fonterra guidelines & best practice levels to ensure we are perceived by customers as providing the best in Foodservice customer service levels 
  • Contribute to Fonterra locally and globally by being an effective member of the Foodservice Sales Best Practice network.
  • Work closely and co-operatively with the Manager to execute effective Channel Plans. (Pricing, Demand Creation initiatives, Sub channel programs, Customer Business Plans) 
  • Gain a deep understanding of customer needs, strategies, market insights, and business drivers and use these to develop clear customer account plans. Ensure the growth strategies are aligned to FBP Foodservice strategies and plans.
  • Build and maintain relationships with key influencers, decision makers and approvers within the customer’s organisation.
  • Leads Business Review preparation.
  • Negotiate value propositions and solution options with customers to create sustainable growth and long-term partnerships.
  • Monitor competitor activity (those of the customer and of Fonterra) and use competitive intelligence in the development of customer account plans
  • Plan and manage resources including funds, manpower (chefs & support team), timelines that will meet project objectives and maximize Fonterra resources. 

Pricing
  • Propose pricing levels and solutions for the Key Accounts, (equal or above target GM% and EBIT %) and grow the business to meet volume KPI’s. 
  • Implement approved pricing to Key Accounts
  • Deliver Exceptional customer service and operational standards
  • Recommend processes that align to customer expectations. In consideration of company budgets and policies. 
  • Align customer and Fonterra expectations. 
  • Maintain an overview of the 6-12 month customer demand plan and represent this view in the appropriate business forums.
  • Work closely with the operation and distributor teams to ensure customer growth plans can be supported.

Critical Skills & Experience
  • Bachelor degree with minimum 6 years of sales experience in Foodservice or B2B Key Account Management.
  • Background in the dairy industry and familiarity with global dairy economics preferred.
  • Proven key account management capability, including Business‑to‑Business planning and negotiation.
  • Previous experience managing key accounts within the food & beverage industry, with exposure to international business development, sales, and marketing.
  • Knowledge of customer and/or competitor landscape within the market.
  • Combined experience in Key Accounts and Distributor Operations.
  • Excellent oral and written communication skills; able to effectively engage with diverse stakeholders.
  • Deep P&L understanding and commercial acumen.
  • Ability to deal with ambiguity and navigate complex situations with sound judgment.
  • Strong learning agility and openness to continuous improvement.
  • Familiarity with trading terms and commercial fundamentals.
  • Ability to work under pressure and deliver against stretch targets.
  • Solid working knowledge of finance and its impact on both customer and supplier outcomes.
Are you excited about this opportunity but may only meet some requirements?

At Fonterra, we are committed to building a diverse workplace and, therefore, open to looking at applicants with excellent transferable skills. If that's you, we encourage you to apply as you may be the right candidate for this role or one of our other opportunities. 

Or join our Talent Community by clicking here, to be notified about new and relevant job opportunities. 

The benefits of life at Fonterra

Our people and what they bring to our Co-op shape our success. We have a collaborative culture, inspiring leaders, and passionate people, making Fonterra a great place to work. We also offer competitive remuneration and a range of benefits, regardless of your role or location. 

Fonterra is a place where everyone can be themselves, feel empowered to do their best, and are empowered to create goodness for generations.  

Sound good to you? Come and join us, and let's solve for better, together. You, me, us together.