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Key Account Manager

General Information

Date Published
21-Nov-2025
Advertising Ends
05-Dec-2025
ID#
14108
Role Type
Sales
Work Type
Permanent Full-Time
Workplace Type
Hybrid
Country
Mexico
Location
Mexico

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 Us 

Global Ingredients delivers high-quality dairy nutrition globally, with a strategy focused on commercial value, finance partnering, and data-led decisions. Operating across North America, Europe, Asia, and the Middle East, we connect enterprise strategy with local execution. Whether you're based in New Zealand or abroad, you'll be joining a function that shapes the future of dairy through innovation and global collaboration. 

About the role

Drive growth. Build partnerships. Shape the future of dairy solutions.

At Fonterra, we create value through strong partnerships and innovative solutions in the food and dairy industry. We’re looking for two Senior Key Account Managers to join our LATAM team in Mexico City. One role will focus on strategic FMCG accounts, while the other will manage reseller and distributor networks. Both positions report to the Sales Director LATAM and offer the chance to influence commercial strategy, deliver growth, and build long-term partnerships across Mexico and Latin America.

As a Senior Key Account Manager, you’ll take ownership of strategic accounts and ensure alignment between customer needs and Fonterra’s solutions. You’ll lead high-value negotiations, manage pricing and margins, and collaborate with finance, supply chain, marketing, and other teams to deliver a seamless customer experience. You’ll also monitor commodity markets and price volatility, providing insights that shape commercial decisions. Expect to travel across Mexico and LATAM, representing Fonterra at customer meetings and industry events.

Your key responsibilities include:

  • Developing and executing strategic account plans to deliver growth targets
  • Leading complex negotiations and managing high-value contracts
  • Driving pricing structures, margin optimization, and forecasting
  • Building strong relationships with key decision-makers in FMCG or reseller networks
  • Collaborating cross-functionally to ensure operational excellence

About You

We need commercially sharp, strategic thinkers with strong relationship-building skills. You’ll have experience in complex B2B sales environments, advanced negotiation capabilities, and solid financial acumen, including P&L and margin management. Comfort with CRM/ERP systems and data analysis is essential, as is an understanding of commodity markets—especially dairy or agriculture. Strong communication skills, advanced English and Spanish proficiency, and a collaborative mindset are non-negotiable.

 For the FMCG-focused role:
  • Proven track record managing large FMCG accounts (8+ Years)
  • Experience building long-term strategic relationships with major food producers
  • Familiarity with the dairy industry preferred 

For the reseller/distributor role:

  • Experience managing resellers, distributors, and traders (8+ Years)
  • Ability to set distributor management frameworks and compliance
  • High decision-making attitude and autonomy

This is your chance to be part of a global organisation with a strong purpose and values. You’ll lead strategic accounts, influence commercial outcomes, and work in a collaborative environment that champions innovation and sustainability. We offer competitive remuneration, a hybrid work model (three - four days in our Polanco office), and opportunities for career growth—including succession potential for future leadership roles.

    
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.