About the role

Lead efforts in New Zealand and in target Pacific Island markets to establish and develop Key Accounts via close, performance-driven partnerships with the in-country distributor in NZ and import agents/distributors in emerging Pacific Islands markets. Work with global and South Pacific marketing colleagues to develop BC Brand awareness and support in-country marketing activities as part of annual marketing plans. Monitor and drive distributor business performance to achieve sales and net contribution margin targets and directly manage Food Manufacturing (FM) Accounts in close collaboration with Australian colleagues, including Operations and Supply Chain partners.

 

Key responsibilities include

NZPI Market & Account Development: Develop and deliver the NZPI Sales Plan, connecting key internal stakeholders and partners, distributors and external support resources; Drive sales in the NZPI Food Manufacturing and Gourmet markets to meet set volume and margin objectives through strong teamwork with sales colleagues in Australia and in CSD (Customer Supply & Development) and partnership with our in-country distributors and/or export/import agents; Develop and maintain new and existing customer relationships and ensure professional customer relationship management (CRM) processes and disciplines are applied to all account relationships and interactions; Develop and maintain in-depth awareness of key developments and trends in the NZPI FM and Gourmet markets; Develop and maintain contacts within BC to be able to readily draw upon internal expertise and know-how to solve customer problems or to maximize effectiveness in connecting with customers and distributors; Share information and feedback from the market/customers and distributors to managers and colleagues and relevant other departments. Ensure compliance with BC’s Global rules and Code of Conduct and compliance with state and federal trade legislation/regulations in all aspects of business conduct; Prepare and present reports and participate in Country and Regional meetings as required to inform colleagues of progress, and participate in SP Lead Team Meetings as invited to contribute to broader country development and strategy achievement discussions; Gourmet-specific: Provide input to the annual Gourmet budget process, long-term planning, and quarterly & monthly reports. Develop market awareness of the Company’s Gourmet Product lines through the delivery of a strategic promotions program across Australia and New Zealand. Connect with specialist and artisan Gourmet customers, including chefs and artisan bakers, celebrity and academy trainers and non-specialist players in the market Leverage marketing resources in global, regional and South Pacific Gourmet to support new account acquisition activities and development of existing accounts; Work in partnership with local and regional Marketing colleagues to develop brand awareness and penetration of the BAPA (Bakery & Patisserie) and HORECA (Hotel, Restaurant & Cafe) market segments; Actively communicate with sales colleagues, managers and other departments within the organization to ensure their awareness of Gourmet targets, key customer and market developments and product status. Food Manufacturing-specific: Develop Non-Corporate and Corporate FM accounts in partnership with AU-based South Pacific FM colleagues to achieve wider South Pacific targets; Participate in strategic account reviews on Non-Corporate and Corporate FM accounts from time to time; Enlist support from AU-based Commercial Directors on FM accounts as required Assist NZPI FM accounts with Cocoa queries and services as required Distributor Leadership: Liaise regularly with appointed Distributors to ensure smooth operation of ordering, customer service and product delivery. Create annual and strategic business plans for market development and segment sales growth and implement them with distributors’ execution support Develop and maintain close and mutually respected working partnerships with appointed distributors to enable fast and effective application of distributor resources to specific account development plans and general gourmet market growth objectives; Work closely with appointed distributors in the country to develop and maintain an effective distributor sales force, which consistently demonstrates strong BC Gourmet product knowledge; Create and deliver solutions to operational problems with Distributors in AU and NZ, supporting colleagues in OSCO, R&D and Customer Service to understand the difficulties experienced by the Distributor and assist in identifying root cause issues to propose and execute solutions. Actively increase own professional knowledge and expertise and ensure understanding of the global BC organization to support streamlined liaison with distributors Ensure representatives (particularly distributors and brand representatives) demonstrate adherence in their operations to appropriate (EU/Country Legislation/Global UN Charter) commercial and human rights regulations, and to BC’s Global Code of Conduct. Scope: Responsible for all FM & Gourmet accounts and FM & Gourmet budget achievement in New Zealand & Pacific Islands; Accountable for ensuring the appropriate operations, processes, and policies are demonstrably in place for all distributors, agents and representatives in NZPI to comply with UN Human Rights standards

 

About you

Bachelor /Master Degree in Economics, Business Administration or Sales & Marketing or Food Technology preferred Foundation experience in professional and/or artisan food preparation, such as a qualified Chef or Baker, is well-regarded Knowledge of the chocolate industry is preferred Foundation knowledge and qualification as a professional or artisan food maker/preparer Demonstrated experience in Sales, preferably in a multinational FMCG company, selling food or related products in specialist and emerging markets Commercial selling skills (presenting, discussing, negotiating) Exposure to developing countries, preferably in the Pacific Well-developed stakeholder management and communication skills Analytical mindset with an eagerness to learn and take ownership. Demonstrated ability to work in a complex, fast-paced environment. Entrepreneurial spirit and passion (autonomy will be a key driver) Consumer and customer-oriented mentality Create a solution-driven and problem-solving attitude Hands-on mentality and determined to always deliver against objectives Being open to and adapting quickly to new sales and marketing approaches Compliant with regulations and corporate standards Fluent English Must demonstrate the legal right to work in New Zealand Based in Auckland, or within 1 ½ - 2 hours travel, for proximity to NZ national distributor and key account HOs; Must be able to travel frequently around New Zealand and to the Pacific Islands, including regular travel to Australia