Head of Modern Trade

Ata whakaarohia t pp | Imagine Tomorrow with Us

For more than 150 years, Fonterra farming families have brought the goodness of natural dairy to people all over the world. We&aposre a farmer owned Co-operative based in Aotearoa New Zealand. Made up of thousands of farming families and employees all working together for better. As a Co-operative we know the value of coming together to achieve a common purpose. We want to be the source of the worlds most valued dairy, working with our farmer shareholders and customers to provide trusted, high-quality dairy nutrition for generations to come.

Here at Fonterra, we are committed to growing our people. We value you and your career progression and are excited that you are taking this next step in your career journey with us. We are proud to offer a wide variety of roles across the Co-op, ensuring that no matter what business unit or stage of life you&aposre in, there&aposs a good chance we&aposve got something to suit.

He kupu m mtou | About us

Fonterra Brands Thailand is part of Fonterras Southeast Asia (SEA) business, a dynamic and fast-growing region with strong demand for dairy. The Thailand operation plays a key role in delivering high-quality dairy solutions across multiple channels, including retail, foodservice, and modern trade.

M tnei tranga | About the opportunity

We are excited to announce a high-impact leadership opportunity to join our team on a permanent basis in Thailand.

As the Head of Modern Trade, you will lead and transform Fonterra Brands Thailands Modern Trade channel into a high-performing, insight-driven growth engine. This role is responsible for developing and executing channel strategies aligned with shopper behaviour, customer evolution, and brand priorities while building a future-ready team and delivering sustainable commercial outcomes.

Key Responsibilities Include

Strategic Leadership

• Define and own the Modern Trade strategies across key accounts and formats.
• Align channel plans with Fonterras commercial, brand, and shopper strategies.
• Lead annual planning, forecasting, and budgeting for the MT channel.

Commercial & Financial Delivery

• Deliver revenue, volume, and profit targets through effective trade investment and promotional planning.
• Monitor performance against KPIs and proactively manage gaps.
• Lead pricing, trade terms, and margin optimisation strategies.

Customers & Channel Development

• Build and maintain strategic partnerships with key modern trade customers (e.g., 7 Eleven, Lotus, Big C, Tops, Makro).
• Drive Joint Business Planning (JBP) and category growth initiatives.
• Lead negotiation and execution of trade agreements and promotional calendars.

Operational Excellence

• Oversee execution of trade plans, launches, and in-store activities.
• Ensure supply chain alignment and demand planning accuracy.
• Drive efficiency in route-to-market and trade spend ROI.

Cross-Functional Collaboration

• Partner with Marketing, Finance, Supply Chain, and Category teams to deliver integrated plans.
• Represent MT in regional and global forums, sharing best practices and insights.

Leadership & Capability Building

• Lead, coach, and develop the MT team to build commercial acumen and customer-centricity.
• Drive a high-performance culture with clear accountability and development pathways.
• Champion Fonterras values and leadership behaviours.

Mu | About you

You are a matured individual with a strong understanding of the drivers and benefits of modern trade. You bring strategic thinking, business acumen, and the ability to prepare compelling business proposals and selling stories. Your interpersonal and management skills enable you to guide and lead a high-performing team.

You should have a university degree, with an MBA preferred and have 710 years of selling and negotiation experience, including at least two years in middle managementideally within a multinational company and with category management exposure. Strong leadership, coaching, and business planning skills are required, along with experience in the FMCG industry.

Other Key Attributes Include

• Strong analytical and problem-solving skills.
• Proven ability to implement customer and shopper solutions.
• Deep understanding of customer marketing and promotional activities.

Ng Uara | Our Values

We live our values every dayGood 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.

T mtou oati | Our Commitment to You

We care for our people globally. Our comprehensive benefits support your well-being, development, and work-life balance:

• Fair and equitable pay
• Health and well-being programs (medical, mental health support)
• Professional development opportunities
• Career growth support
• Work-life balance options (flexible/hybrid working where possible)
• Employee recognition
• Support for community involvement and cultural connection

To learn more, visit Fonterra Careers

Ng Mahi | A Career of Opportunities

At Te Mtpuna Fonterra, we are inspired by purpose and guided by our principles and values. Together, we create goodness for generations and make a global impact at a local level. As part of our Co-operative, you are an everyday creator, imagining what Fonterra, dairy, and you can be here.

Ttou Ttou | Join Us

Does this sound good to you Come join our whnau - bring your whole self, and let&aposs solve for better together. You, me, us together, Ttou, ttou.

He Whi m te Katoa | Together, we&aposre shaping a future of inclusion.

Inclusion is key to our Co-operative. We&aposre building a team that reflects the diverse world we live in, believing it drives better decisions and innovation.

We welcome applications from all backgrounds (ethnicities, genders, identities, orientations, ages, abilities, neurotypes, cultures, religions).

Even if you don&apost meet every requirement listed, we encourage you to apply; we value potential and growth.

If you face accessibility issues or need accommodations during the process, please contact your recruiter. We ensure fair participation, allowing you to be at your best. Ttou, ttou.

Applications close at midnight on 30 September 2025.