Head of Modern Trade

Fonterra | Posted 17-02-2021

กรุงเทพมหานคร (ไมโครซอฟท์)


Key Account Manager – Modern Trade, Fonterra Brands – Thailand


Role Purpose:


To develop the modern trade strategy in line with Shopper & Trade Channel Strategy reflecting Brand and Organizational objectives and ensure execution through detailed business & Key Account plans, ensuring objectives are met profitably whilst leading, guiding, supporting & motivating the MT team in the execution, measurement and achievement of the Channel objectives


Some of the key areas you would own include:

Key Highlights:

  • Successfully lead & execute the establishment of sales processes; account planning, trade spend process, trade term negotiation, customer organization decision mapping design leading to successful productive JBP sessions
  • Drive cross function engagement & alignment towards delivering both external & internal business objectives. Cutting through ambiguity & unclear internal processes
  • Redesign MT structure & building desired capability & job scope to cope with changing needs externally in order to grow people as well as business both on effectiveness and efficiency
  • Partner effectively with global sales community to learn & reapply to drive efficiency
  • Be able to scale up / scale down balancing both on strategic thinking as well as getting hands dirty to ensure right execution of the plans/discussions with customers and internally.

Strategy and Planning

  • Develop Modern Trade strategy in line with the market conditions that would enable achievement of overall business outcomes
  • Monitor and manage performance against KPIs based on Modern Trade strategies.

Financial Performance

  • Monitor and report volume and net sale performance against the Annual Sales Budget monthly and YTD and develop solutions to manage variances
  • Monitor and control business and activity plans within budget and on time
  • Achieve or exceed annual Plan and Annual Budget volume and revenue targets.

Strategy and Planning

  • Develop Modern Trade strategy in line with the market conditions that would enable achievement of overall business outcomes
  • Monitor and manage performance against KPIs based on Modern Trade strategies.

Financial Performance

  • Monitor and report volume and net sale performance against the Annual Sales Budget monthly and YTD and develop solutions to manage variances
  • Monitor and control business and activity plans within budget and on time
  • Achieve or exceed annual Plan and Annual Budget volume and revenue targets.

Sales and Operations Planning

  • Implement sales plans within Budget and on time, co-ordinating the resources of the organisation to achieve approved objectives.
  • Develop and provide input on market and environmental dynamics that influence the market and channel environment

Sales Development and Execution

  • Execute and measure the channel & customer plans and also develop and execute plans for new product launches
  • Develop & maintain effective and efficient route to market strategies in collaboration with other key stakeholders
  • Discuss, support & guide to improve operational efficiencies on conditionality & KPI’s
  • Maintain commercial control over all activities
  • Co-ordinating the resources within the MT Trade Marketing to achieve revenue, profit and promotional expenditure targets
  • Develop post implementation reviews (Promotions/Activities)
  • Build long term strategic relationships that improve ability to achieve long term goals

Key Account Management

  • Manage relationship with key customers in modern trade to ensure overall smooth sales operations. This would involve continuous engagement with the customer, analysing their needs, feedback on operations and ensuring timely collections.
  • Develop a plan for key customer accounts based on their evolving needs that leads to new business opportunities.

Leadership and People

  • Cascade Fonterra’s strategic direction, inspire and motivate teams to lift performance and work together towards clear team and individual goals that deliver This is Fonterra
  • Through recruitment, coaching, development, performance management, talent and succession planning, build the people capability required to deliver sustainable performance
  • Lead and role model our Fonterra values

Health & Safety Accountabilities – People Manager

  • When a team member is injured, the manager will be required to manage in conjunction with our insurers the injury management, compensation and return to work processes.
  • A manager will report and manage the outcomes of any incident.
  • A manager will lead and participate in Health and Safety activities such as Health & Safety walkarounds, hazard identification and risk assessment processes in line with Company procedures and processes.
  • A manager will comply with responsibilities as detailed in the Health & Safety management system.
  • The manager will identify and report all hazards and incidents.
  • The manager will participate fully in the Health & Safety improvement process.
  • The manager will co-operate fully in any injury management process to ensure full participation in the workforce after cleared fit for duties by a registered medical practitioner.

Food Safety and Quality Accountabilities

  • The employee will be familiar with and comply with all aspects of Fonterra’s food quality systems, policies and processes.
  • The employee will identify and report all food safety and/or food quality hazards or breaches.
  • The employee will report any instance of suspected and/or confirmed contagious/infectious diseases, which has the potential to implicate food safety, including any instance of vomiting, diarrhoea, or blood borne infections. This includes, but is not limited to, any local regulatory requirements.

Applications will close at midnight on 28 February 2021


If you know of someone who may be interested or for more information, please contact

Nannapat Boontan, Recruitment Partner at nannapat.boontan@fonterra.com