National Broker & Distributor Manager - Chicago area


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We are looking for a creative, passionate, enthusiastic, and experienced CPG sales leader who has an entrepreneurial spirit with a desire to "play to win.”  Reporting to the Director of Consumer Retail, the National Broker & Distributor Manager, will be a key member of the retail sales leadership team. The successful candidate will have the passion, expertise and drive to help us accelerate new volume and become a 90-100m revenue business by FY21 by developing a networkwork of key brokers/distributors. Success will be defined by maximizing the value we generate from selected specialty retail partnerships across the USA. Our local USA investment strategy has begun and we’re now looking for the right candidate who is ready to disrupt.

Key role components:

  • Build and maintain a network of distributor and broker partners to reach the targeted premium and mass retailers.    

  • Utilize your specialty retail trade expertise to develop execution plans with distributors and partners, in collaboration with retail sales team.

  • Provide distributor & broker support best practice tools to ensure their KPIs can be delivered against while maximizing retail partners and Fonterra returns.

  • Direct account management of key regional and specialty customers.

  • Work collaboratively with partners to achieve annual volume and value P&L targets.

What we are looking for:

  • A leader with at least 5 - 7 years of strategic retail sales experience. Experience in premium & speciality retail channel preferred! Experience with dairy, food manufacturer preferred!
  • Must have some knowledge and experience building relationships with key brokers & distributors in national/regional retail to penetrate the right specialty retailers.
  • Expertise in negotiating value-added partnerships with regional/national brokers and distributors to create sustainable growth while building long term relationships.
  • Experience with eretailers like Amazon, is highly preferred!
  • Entrepreneurial spirit and motivation to scale a business as a market disrupter.
  • Commercial acumen – ability to turn P&L and commercial insights into action is required.

  • Full understanding and alignment of customers’ strategic objectives.

  • Strong organizational skills and proficiency in leveraging technology to build customer insights and increase productivity.

  • Top notch written and oral communication skills are a MUST! Ability to present to small and large groups while managing group dynamics effectively.

  • Be able to lead the “Fonterra Way”, doing things to enhance our ability in achieving our vision & strategy. Values such as “co-operative spirit”, “do what’s right”, “challenge boundaries,” “make it happen” provide basis of our decision-making and define how we prioritize our actions and behaviors.

  • Bachelor’s degree in Business, Marketing or related business disciplines is a must. MBA Preferred!

Fonterra is a global dairy nutrition company - a co-operative owned by farming families in New Zealand and supported by 20,000 dedicated people around the world.  We are the largest dairy exporter with our products sold in over 140 countries. As the consumer and retailer in the USA looks for more natural, premium and sustainable products, we believe the time is right to accelerate our current business, which we’ve built modestly over the last 10 years. We are looking for a creative, passionate, enthusiastic, and experienced CPG sales leader who has an entrepreneurial spirit with a desire to "play to win.”

If you want your next job to come with global career opportunities in over 140 countries and ongoing coaching along with perks like business casual dress code, flexible work hours, AND a place where your ideas are heard… then come join us! Fonterra is a global leader with a very clear strategy, backed by global insights and innovation that requires the right people with an “ideation” mindset to create new value for customers in the United States.

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