What are the responsibilities and job description for the Key Account Manager position at Fonterra?
We are Fonterra, one of the world's largest dairy nutrition companies.
At Fonterra, you’ll be inspired by purpose and guided by principles. Whether you're based in New Zealand or anywhere else around the world, you’ll be part of a team that creates goodness for generations and delivers global impact through local action. Our brands are trusted by families and individuals alike, delivering high-quality dairy nutrition to millions of people globally.
As a Co-operative created and owned by New Zealand dairy farmers, our collaboration, innovation, and passion have enabled us to share the goodness of our dairy with the world. We're committed to caring for the land, our animals, and every drop of milk, producing nutritious food with safe, quality ingredients loved in New Zealand and around the world.
As part of the Fonterra Co-op, you'll be solving for a better future alongside a team connected by solid values as we strive to be a leader in dairy sustainability, dairy innovation and science, with a focus on New Zealand milk.
When you join Fonterra, you'll open yourself to a career of opportunities where you can grow with us by developing your skills, sharing your knowledge, and exploring diverse career paths that ignite your passions.
About the role
Drive innovation. Deliver value. Shape the future of dairy nutrition.
At Fonterra, we build partnerships that fuel innovation and performance in the world’s leading Consumer Packaged Goods (CPG) brands. As our new Key Account Manager, you’ll lead strategic relationships across our protein portfolio, unlocking growth through insight, agility, and bold thinking.
Reporting to the Sales Director, North America, you’ll own the sales strategy for a portfolio of key accounts, delivering commercial and supply chain solutions that create long-term value. You’ll be part of a high-performing team that thrives on collaboration, customer obsession, and results.
What You’ll Do
You’ll lead from the front — driving sales, defending existing business, and identifying new opportunities across differentiated ingredients like organics and functional proteins. You’ll own pricing strategy, contract negotiations, and forecasting, while partnering with internal teams to deliver seamless order-to-delivery excellence. You’ll also mentor other account managers in the protein space, lifting collective performance and sharing your expertise.
Key responsibilities include:
* Owning and growing strategic CPG accounts in the protein ingredients space
* Leading pricing recommendations, contract negotiations, and demand forecasting
* Partnering with customers to co-create innovative commercial and supply chain solutions
* Collaborating cross-functionally to deliver order-to-delivery excellence
* Supporting other account managers to capitalize on sales opportunities
* Translating global dairy trends into actionable growth strategies
About You
You’re commercially sharp, strategically minded, and deeply curious about what drives customer decisions. You’ve spent at least five years selling ingredients into large CPGs, and you know how to turn innovation into growth. You build trust quickly and know how to influence senior stakeholders across the business. You’re analytical, articulate, and solutions-focused, with a bias for action and a drive to make things happen.
We’re looking for someone who brings:
* Proven success in innovation-led growth and strategic account management
* Strong understanding of dairy proteins and global traded markets (or a hunger to learn fast)
* Exceptional communication, analytical, and relationship-building skills
* A values-led mindset that aligns with Fonterra’s co-operative spirit, integrity, boldness, and impact
Are you excited about this opportunity but may only meet some requirements?
At Fonterra, we are committed to building a diverse workplace and, therefore, open to looking at applicants with excellent transferable skills. If that's you, we encourage you to apply as you may be the right candidate for this role or one of our other opportunities.
Or join our Talent Community by clicking [1] here, to be notified about new and relevant job opportunities.
The benefits of life at Fonterra
Our people and what they bring to our Co-op shape our success. We have a collaborative culture, inspiring leaders, and passionate people, making Fonterra a great place to work. We also offer competitive remuneration and a range of benefits, regardless of your role or location.
Fonterra is a place where everyone can be themselves, feel empowered to do their best, and are empowered to create goodness for generations.
Sound good to you? Come and join us, and let's solve for better, together. You, me, us together.
References
Visible links
1. https://fonterrakf.avature.net/talentcommunity?&source=jobads
At Fonterra, you’ll be inspired by purpose and guided by principles. Whether you're based in New Zealand or anywhere else around the world, you’ll be part of a team that creates goodness for generations and delivers global impact through local action. Our brands are trusted by families and individuals alike, delivering high-quality dairy nutrition to millions of people globally.
As a Co-operative created and owned by New Zealand dairy farmers, our collaboration, innovation, and passion have enabled us to share the goodness of our dairy with the world. We're committed to caring for the land, our animals, and every drop of milk, producing nutritious food with safe, quality ingredients loved in New Zealand and around the world.
As part of the Fonterra Co-op, you'll be solving for a better future alongside a team connected by solid values as we strive to be a leader in dairy sustainability, dairy innovation and science, with a focus on New Zealand milk.
When you join Fonterra, you'll open yourself to a career of opportunities where you can grow with us by developing your skills, sharing your knowledge, and exploring diverse career paths that ignite your passions.
About the role
Drive innovation. Deliver value. Shape the future of dairy nutrition.
At Fonterra, we build partnerships that fuel innovation and performance in the world’s leading Consumer Packaged Goods (CPG) brands. As our new Key Account Manager, you’ll lead strategic relationships across our protein portfolio, unlocking growth through insight, agility, and bold thinking.
Reporting to the Sales Director, North America, you’ll own the sales strategy for a portfolio of key accounts, delivering commercial and supply chain solutions that create long-term value. You’ll be part of a high-performing team that thrives on collaboration, customer obsession, and results.
What You’ll Do
You’ll lead from the front — driving sales, defending existing business, and identifying new opportunities across differentiated ingredients like organics and functional proteins. You’ll own pricing strategy, contract negotiations, and forecasting, while partnering with internal teams to deliver seamless order-to-delivery excellence. You’ll also mentor other account managers in the protein space, lifting collective performance and sharing your expertise.
Key responsibilities include:
* Owning and growing strategic CPG accounts in the protein ingredients space
* Leading pricing recommendations, contract negotiations, and demand forecasting
* Partnering with customers to co-create innovative commercial and supply chain solutions
* Collaborating cross-functionally to deliver order-to-delivery excellence
* Supporting other account managers to capitalize on sales opportunities
* Translating global dairy trends into actionable growth strategies
About You
You’re commercially sharp, strategically minded, and deeply curious about what drives customer decisions. You’ve spent at least five years selling ingredients into large CPGs, and you know how to turn innovation into growth. You build trust quickly and know how to influence senior stakeholders across the business. You’re analytical, articulate, and solutions-focused, with a bias for action and a drive to make things happen.
We’re looking for someone who brings:
* Proven success in innovation-led growth and strategic account management
* Strong understanding of dairy proteins and global traded markets (or a hunger to learn fast)
* Exceptional communication, analytical, and relationship-building skills
* A values-led mindset that aligns with Fonterra’s co-operative spirit, integrity, boldness, and impact
Are you excited about this opportunity but may only meet some requirements?
At Fonterra, we are committed to building a diverse workplace and, therefore, open to looking at applicants with excellent transferable skills. If that's you, we encourage you to apply as you may be the right candidate for this role or one of our other opportunities.
Or join our Talent Community by clicking [1] here, to be notified about new and relevant job opportunities.
The benefits of life at Fonterra
Our people and what they bring to our Co-op shape our success. We have a collaborative culture, inspiring leaders, and passionate people, making Fonterra a great place to work. We also offer competitive remuneration and a range of benefits, regardless of your role or location.
Fonterra is a place where everyone can be themselves, feel empowered to do their best, and are empowered to create goodness for generations.
Sound good to you? Come and join us, and let's solve for better, together. You, me, us together.
References
Visible links
1. https://fonterrakf.avature.net/talentcommunity?&source=jobads