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22 January 2020
Job ID: BK-180069
Distributor Business Development Manager - Food Services

Manage distribution partner(s) to ensure robust continuation and organic growth of Fonterra Foodservices sales thru all types of customers; agents, direct accounts, key accounts, and regular customers.

Role responsibilities:

  • Long term, annual, quarterly strategic priorities and directional execution sales and distribution plan
  • Consolidate channel plans and organic sales growth estimates and develop into sales and distribution plan.
  • Sole responsibility to identify these priorities and plans with management approval and distribution partner’s buy in. These plans must be congruent to Opco’s business plans.
  • Sole responsibility to periodically measure progress against all plans, discuss with distribution partner and report measurement, progress, and revisions to management.
  • Sales and distribution plan must cover channel plans sales growth ambition and translation into sales estimates by geographic and customer types.  The detailed sales plan must cover strategic priorities and execution plan in dimensions of category sales values, sales rep’s capacity & capability development and deployment.

Business performance against plans

  • Ensured sales out achievement with sustainable growth for distributors as business partner.
  • Lead sale team and sale under distributors to achieve their sale KPI.
  • Establish and lead regular meetings and conference calls with distributors.
  • Developed plan and Reviewed business with distributors.
  • Managed and improved sales forecast to distributors.
  • Customer’s data analysis to create the effective program to drive sale.
  • Controlled budget within allocation with effective result of company’s spending.
  • Coordinated with channel, marketing and cross functional team for support to distributors.
  • Develop and maintain relationships with key customers in each territory, whilst facilitating ongoing product training and support like promotion, innovation, ideation, activities, co-branding etc.
  • Developed long term relationship with distributors.
  • Increased new baseline customer for gain new opportunity and visibility for business growth
  • Conducted training program to the operators and key customers at distributor’s territory.

 Provide in-time meaningful secondary data

  • Ensure in time, accurate, well tabulate analysis of secondary sales data delivery to team’s sales admin.
  • Use accurately tabulated sales report to inform team members of sales performance.
  • Coordinate with responsible persons or task force to correct sales performance, when necessary.



  • Bachelor/master’s degree in business administration in commercial or others related field
  • Minimum 5 years, with at least 3 in modern trade sales or key account sales role in food or other FMCG products in Multinational FMCG, food or beverages.
  • Experience in managing exclusive distributor.
  • Minimum 1 cycle of modern trade business planning process and execution to plan.
  • Expertise in Sales management in any of these customer type; B2B2C cash and carry, hypermarkets, supermarkets, convenience stores e.
  • Business planning skill.
  • Distributor management experience in Trade marketing, Modern trade management skills
  • Experience in Dairy or dairy related product and/or commercial management skills.
  • Experience in successful structured customer proposition projects with trade marketing initiatives.


Only shortlisted candidate will be notified. 

Apply Now

Job Details:
  • Employment Type:
    Full Time, Permanent
  • Career Level:
    Middle Level
  • Required Qualification:
  • Required Experience:
    5 years
  • Company Industry:
    Food and Beverage / Catering
  • Location:
    Prakanong, Bangkok, Thailand
  • Salary:
    Salary negotiable

  • Five-day work week
  • Performance bonus
  • Flexible working hours
  • Work from home
  • Transportation allowance
  • Travel allowance
  • Medical insurance
  • Dental insurance
  • Life insurance

URGENTLY REQUIRED !!! FONTERRA BRANDS THAILAND, part of Fonterra Co-operative Group in New Zealand, is responsible for the global marketing and distribution of branded dairy products that provide health and natural dairy nutrition for life. Our strong brand portfolio and our constant drive for innovative and original new products have given added strength to our global reach with a local touch. With many upcoming opportunities and developments, our Thailand operations – Fonterra Brands Thailand – is looking for suitably qualified individual to fill in the below position:
Is this your company? Claim it now!