FS General Strategy Planning
Set up yearly plan and support line manager for a 3 years business development Plan & execution according to updated BU strategy.
That is in line with Fonterra GCI strategy & objectives.

KA Management
Guide and support sales team to set up KA business development plan including sales target, SOW target, opportunity analysis, yearly marketing activity plan.
Regularly field visit with sales team, guide and monitor KA development business plan execution, such as sales & SOW target achievement and marketing campaign performance.
Managing sales order forecast, sales activity, and stock condition. As well as participate in monthly SMAP meeting with KA team, etc.
Have a regular review on the achievement of KA development by keep tracking sales data and setting up KA development plan & execution.

Distributor Management
Assist Regional Sales Director in monitoring Regional Distributor which is aligned with business development plan & Route-to-Market
Conduct the monthly inspection of warehouse and logistics of primary and secondary distributors according to Fonterra’s standards & requirements, and submit inspection results to Fonterra’s headquarter on a monthly basis.
Guarantee the implementation of marketing campaign and A&P allocation according to KA development plan in the assigned area/cluster.

Business Development- Market, Product
Implement RTM strategy by setting up sales target, customer development plan, product penetration, KA business development plan, and distributor/secondary distributor development plan in the assigned area/cluster.
Drive distributor’s business growth which is aligned with Fonterra development strategy, lead new KA development and product sales-in plan and have a monthly or quarterly review on the market development strategy in the assigned area/cluster.
Establish distribution system in hub/non-hub city by leveraging primary distributors and secondary distributors to cover the assigned area/cluster.
Establish channel/product development plan according to RTM strategy
Cooperate with marketing and technical teams to organize marketing activity (demo and town hall).

Sales Team Management
Help HR team recruit new employees to build up sales team during business growth.
Build/sustain an efficient area/cluster sales organization in line with BU strategy objectives.
Ensure an effective organizational, offer on job training and coach the sales team.
Actively participate in the team building activity.

任职要求：
Education:
Bachelor degree, majored in Food, Marketing, Commerce or other related majors
MBA is preferred

Experience:
Min 7 years professional experience
Strong Key Account management skills
Proven success in launching new Channel/Cluster

Technical/Functional Expertise:
Analytical capabilities with pragmatism, creativity and operational skills.
Strong communicator- convincing
At least basic knowledge/ ability to speak English

Industry Experience
Relevant experience in Food industry.
Min 5 years professional experience, preferably in food solution module.