Key Account Executive (LKA)

Overview Position Description

We are Fonterra, one of the world's largest dairy nutrition companies. At Fonterra, you’ll be inspired by purpose and guided by principles. 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, we are 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

Own day to day commercial and executional delivery for the LKA / LMT account to achieve volume, NSV, distribution and 4P excellence. The role turns brand / trade strategies into customer-specific plans, secures listings and promotions, and ensures on-shelf availability across nationwide network. It coordinates cross-functionally to deliver customer commitments, manage spend and claims.

Key Responsibilities

Customer Planning & Joint Execution

Build and run the account calendar (listings / relistings, NPD, promo phasing, price changes, displays, planograms).

Prepare customer sell-in decks; negotiate promo mechanics, space & secondary placements within budget.

Track weekly sell-in / sell-out vs target and initiate recovery actions when at risk.

4P & In-Store Execution

Translate brand / trade plans into customer-specific 4P execution

Brief and steer merchandisers on sales targets, promotion mechanics, account updates, and etc.

Close OSA / OOS gaps by working with Econsave and internal operation team.

Commercial Health, Claims & Collections

Control A&P / trade spend and accruals, validate / submit promo / scan claims, DNs, RTVs and shortages on time and in full.

Support collections and DSO targets; escalate long-aged items early with root-cause and action plan.

Insights, Reporting & Governance

Produce a weekly scorecard : sales vs target, 4P compliance, OSA / OOS, display count, competitor moves.

Use mailer track, store photos and shopper insights to optimize assortment, pricing, and space.

Ensure adherence to company policies (pricing approvals, gifts / entertainment, documentation, data privacy).

About You

Diploma / Degree in Business, Marketing, Supply Chain or related field (or equivalent practical experience).

Valid driving licence; able to travel to stores / DCs.

1–3 years in FMCG sales / account management, customer service, or field execution (modern trade preferred).

Exposure to value-format retailers (e.g., Econsave) and fast-cycle promotions is an advantage.

Hands-on with claims, deductions and collections processes.

Commercial acumen (pricing, promo math, basic P&L, ROI).

Basic Excel / PowerPoint; able to build sell-in decks and simple promo ROI

Negotiation and stakeholder management (buyer, Trade Mktg, Supply, Finance, field).

Communication : English, Bahasa Malaysia, (Chinese is a plus)

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 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.

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