Key Account Manager – Ingredients China

About the RoleFonterra China's Ingredients is pursuing ambitious growth. To deliver on this strategy, we are transforming our business model from commodity- and volume-based to value-driven, with a sharper focus on customer needs. The Key Account Manager will play a pivotal role in driving this transformation and accelerating business growth.Key Accountabilities：Sales & Business GrowthDevelop and execute customer sales plans aligned with regional/global budgets; meet sales and price targetsBuild strategic partnerships with key stakeholders to capture growth opportunities and drive cost-reduction initiatives on timeAccount Planning & StrategyDevelop dynamic account plans for Segment 1 & 2 customers using Fonterra's methodology; collaborate with Global Account Managers for global accountsIdentify new business opportunities, optimise the customer portfolio, and secure customer commitmentCustomer Service & OperationsManage demand forecasts, DSO targets, complaint resolution, and order execution in close coordination with the Customer Service CentreMaintain supply chain knowledge including local import regulations, licences, and documentation; support GDT participation where applicableSales Opportunity ManagementLead contracting and pricing negotiations to maximise value; manage receivables, debtors, and credit limitsTrack customer performance metrics and drive cost-saving and specification rationalisation initiativesMarket IntelligenceMonitor market trends, competitor activity, pricing dynamics, and regulatory landscape; report insights regularly to the Category DirectorLeverage Customer Central and collaboration with Ingredients Marketing to capture accurate data and build Fonterra's market visibilityLeadership & TeamworkRole model Fonterra values, use Perform Plus for objective-setting, and maintain cross-functional networks to ensure excellence in customer interactionsShare customer insights with internal stakeholders while maintaining confidentialityWhat You'll BringProven key account management or B2B sales experience in the food, dairy, or ingredients industryStrong ability to build and sustain long-term customer relationships at senior levelsStrategic thinker who can translate customer insight into actionable growth plansSolid understanding of China's import regulations and supply chain operationsExcellent cross-functional collaboration and communication skills in both English and MandarinProficiency in SAP/CRM platforms and demand planning toolsWho you areEducationBachelor's degree or above, preferably in Food Technology or a related disciplineFluent in both Mandarin and EnglishExperienceMinimum 5 years of B2B sales experienceMinimum 2 years of key account management experience with demonstrated success in growing and retaining key accountsExperience working in a multinational company is an advantageMarketing knowledge and experience is a plusTechnical & Functional SkillsStrong B2B sales and marketing capabilitiesFinancial and commercial acumen is advantageousIndustry KnowledgeMinimum 3 years of relevant industry experienceBackground in dairy is highly preferredWhy Fonterra?Fonterra is one of the world's largest dairy exporters, and we believe in the power of dairy to make lives better. Joining us means being part of a meaningful business transformation, working alongside world-class teams across global markets.