Role purpose - Business Unit description: Fonterra Brand Vietnam - To be the most trusted source of dairy in the world Role purpose and responsibility: • Develop business within the relevant account to achieve sales and contribution objectives within the context of the company and customer strategy • To establish and maintain commercial business partnerships with the relevant customers Role accountabilities Business Planning • Implement the business development plans within budget and on time, co-ordinating the resources of the organisation to achieve approved objectives • Develop account strategy and prepare account budgets annually, and update forecast on a monthly basis • Establish a business partnership with key personnel in the relevant accounts • Work closely with strategic planning team on category analysis and monitoring account performance in all areas including sales, profit, shelf management and promotional effectiveness Relationship Management • Strategically align, plan, negotiate and review business activities within the relevant account on a regular basis • Maintain commercial control, understand the customer P+L and approve claims raised by the account • Sales and Operations Planning • Provide key account intelligence to the monthly Sales Plan creation Partnership Development • Develop effective internal communications through Top to Top partnering. Co-ordinate interaction through field sales, strategic planning team, marketing and other support services teams Best Practice • Develop Account Planning through self and cross functional development [Requirements] Qualification and experience: 1. Education: University graduate 2. Experience: • A minimum of 3 years experience in sales operation & key account management for a multi national company • This experience must be built in a Fast Moving Consumer Goods industry 3. Technical/Functional Expertise: • Knowledge of business practices and norms in Viet nam. • Strong Negotiation skills • Presentation skills • Leadership & Coaching skills • Excellent relation with customers • Good knowledge in computer & English proficiency 4. Having good relationship with current key accounts is preferable