Business Development Manager, Visayas

General Information

Date Published 06-Oct-2025 Advertising Ends 20-Oct-2025 ID# 13486 Role Type Sales Work Type Permanent Full-Time Workplace Type Hybrid Country Philippines Location Philippines

Position Description

Ata whakaarohia tō āpōpō | Imagine Tomorrow with Us

At Te Mātāpuna Fonterra, we want everyone to feel they can be themselves.

Whether you're early in your career or ready for your next step, Fonterra offers a unique opportunity to grow with a global dairy co-operative that values care, collaboration, and contribution.

Owned by New Zealand dairy farmers and supported by a dedicated team, we are all working together to create a better future. Imagine tomorrow with us, where your career can grow, and you can create positive change.

He kupu mō mātou | About us

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.

Mō tēnei tūranga | About the opportunity 

Business development through Distributor partnerships are a key part of delivery of the Channel Strategy & customer base growth in key cities.  This role has responsibility for implementing the Foodservice Business Development Strategy by managing distributor key accounts and extending reach.

Location : Bacolod (preferred) or Cebu, Philippines

Key Accountabilities

Strategy And Planning

• Participates in determining RTM strategy
• Participates in determining customer prioritization framework for distributor Key Accounts
• Participates in Annual Sales Budgets for Business Development via the Distributor
• Establishes Must Win Battle KPI’s and implements strategies and tactics to meet the set KPI’s

Financial Performance

• Delivers volume (tons) and value (EBIT)
• Manages Business Development trade spend (GTN) within budget, specifically distributor terms
• Improves FBP and customer margins
• Monitors and reports financial performance against Budget and SP, develops solutions to manage variances

Integrated Business Planning

• Build assumptions and demand drivers for set of accounts and communicates clearly in pre-DR
• Prepares operational plans to deliver strategy and P&L
• Delivers category/channel KPIs, provides root cause analysis and communicate via pre- and DR proper
• Identifies opportunities to further improve value as well as articulate risks and their mitigation
• Monitors activation, provides quantitative and qualitative updates and course corrects to achieve targets
• Provides recommendation to improve forecast accuracy

Revenue Growth Management

• Implements RGM strategic pricing framework ensuring compliance across accounts
• Implements national business development trade spend (GTN and A&P) according to RGM trade spend principles
• Participates in Channel Team on development of national and regional effective events
• Develops activity grids for distributor key accounts and areas which maximizes net sales using ROI tools
• Understands Distributor P&Ls

AcAccount Management

• Prepares Customer Business/Account Planning (CBP/AP) of Distributor key accounts linked to OPCO and channel strategic plan, and recommends appropriate tactics and resources deploying the Anchor Food Professionals (AFP) 6 Chevron customer engagement strategy (See Appendix Chevron Engagement Strategy Ref 1)
• Leverages the Customer Relationship Management (CRM) platform for a comprehensive account dossier and appropriate capture of opportunities identified in the JBP/CBP
• Evaluates JBP/CBP scorecard bi-annually to ensure compliance to standards and delivery of KPIs
• Gain a deep understanding of customer needs, strategies, market insights, and business drivers and use these to develop clear customer account plans.
• Build and maintain relationships with key influencers, decision makers and approvers within the customer’s organisation
• Understands Joint Business Planning (JBP) with Distributo
• Participates in evaluation of JBP scorecard bi-annually and KPIs monthly
• Leverages the Customer Relationship Management (CRM) platform for leads generation
• Participates in Capacity Planning with the distributor.  Identifying the right complement of distributor sales structure, logistics, and management support.
• Assessment and recommendation of suitable sub-distributors and wholesalers to develop new sales channels and geographies.  

Sales Execution

• Executes of OPCO Channel Plans and JBP
• Drive the execution and delivery of 6 Chevron customer engagement strategy via Distriubtor team
• Sells the features and benefits of AFP hero SKU value propositions to range and deliver value to customer
• Negotiates supply and price agreements with Distributor key accounts
• Uses the AFP "Steps of the Call" process is used for the activities and behaviour required for a successful Pre-Call, In-Call, and Post-Call stages.
• Execute Distributor customer service standards in line with Fonterra guidelines & best practice levels to ensure we are perceived by customers as providing the best service in FS
• Monitor competitor activity and use competitive intelligence in the development of Distributor plans

Capability, Systems & Processes

• Owns Individual Development Plan basis competency assessment
• Participates and implements engagement plans towards a Best Place to Work status
• Participates in assigned training programs and deploys the same
• Uses Fonterra tools on fucntional competencies
• Ensures compliance to FBP policies

Mōu | About you 

Tertiary degree in Marketing, Business Management, Business Administration, or any other related field.

• Minimum of 3 years of sales experience in either Consumer or FS or Key Account Management.
• Experience in sales &/or marketing of food products across FMCG, Foodservice or Ingredients business.
• Dairy Industry experience will be a strong advantage
• Knowledge of the customer and/or competitor landscape (in market)
• Experienced in managing a large sales teams and leading distributors
• Proven ability to coach, train, and enhance sales capability of sales team

Technical Skills

• Proficient in sales strategies, techniques, and practical applications.
• Skilled in developing and executing sales plans tailored to specific customer bases
• Capable of performing under pressure and delivering stretch targets
• Self-motivated and able to work independently
• Detail-oriented with strong problem-solving and negotiation skills
• Intermediate proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).

Ngā Uara | Our Values 

We live our values every day—Good Together, Better Every Day, and Every Drop Counts.  They are for everyone and guide how we show up for each other, our farmers, and our communities.  

Take our Values Quiz to reflect on how your values align with ours. Click here. 

Tā mātou oati | Our Commitment to You 

We’re committed to helping you grow, empowering you to be your best self, and encouraging you to contribute and learn. You’ll find support through: 

• Career development and mentoring 
• Work-life balance options (flexible/hybrid working where possible) 
• Recognition and internal mobility pathways 
• A safe, inclusive environment where you can thrive 

Tātou Tātou | Join Us

Does this sound good to you? Come join our whānau - bring your whole self, and let's solve for better together.

You, me, us together, Tātou, tātou.