Fonterra

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

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 and FLUENT command of both English and Spanish languages is a non-negotiable.

• 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

We offer a highly 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.