Working at Fonterra Vietnam

At Fonterra, you have the opportunity to make a difference to millions of lives. We provide nutrition to over a billion people in more than 100 markets, and this would not be possible without our people.

In Vietnam, we work to deliver dairy for life to make a difference in the lives of millions of Vietnamese. Owned by farmers, we adopt a co-operative spirit in everything we do.

There’s more to milk than meets the eye and Fonterra offers talented people a world of career options – from research to marketing and sales. We also offer opportunities for growth and international exposure.

As the world’s leading dairy exporter and milk processor, Fonterra employs 22,000 people worldwide. A vast network of offices and sites provides diverse career opportunities – including right here in Vietnam.

We have a variety of corporate roles supporting our consumer brands, ingredients and foodservice business based in central Ho Chi Minh City.

Across Asia, more than 90 per cent of our management is home-grown talent. Our people are our greatest asset, and once you’re on-board we want you to be the best – so we train you to lead in your field.

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Medical Channel Manager
About Us We are a cooperative owned by 10,500 New Zealand agricultural families. But as a world leader in dairy foods, 20,000 employees are now members of the Fonterra family, all of whom believe in the benefits of milk. For more than a century, we have invested in research, product innovation and food hygiene and safety. We’re proud to make nutritional products of the highest quality under the Anmum brand to support childhood development of your young ones - as well as nutritional products for pregnant and nursing mothers, babies and toddlers around the world. The Anmum brand first appeared in Vietnam as a maternal product for pregnant mums to help safeguard their child against defects in the early stages of pregnancy. From launching pregnancy milk in Asia to a full range of formulas today, the brand and its products continue to grow.
The Opportunity The role of the Medical Channel Manager is to grow the consumer demand for the Anmum brand in the Medical channel in order to increase profitability that is in compliance with company and VN MOH code of ethics. The position will drive medical channel strategies with choices based on our channel’s Ability to win and compliance. The role is primarily responsible for but not limited to: Develop & deliver Medical Sales strategies in line with Anmum brand objectives and directions; Manage Medical team’s performance (consumer reach and NU recruitment) by building credible and relevant brand imagery; Optimise medical A&P spending; Drive sample demand forecast accuracy; Drive medical channel’s coverage expansion & new user recruitment; Ensure compliance of medical channel procurement and spend control, with corporate policies and values; Maintain professional image amongst healthcare professionals’ (HCP) perception. About You To be considered for this role you should possess: University graduate in Medical/ Pharmaceutical Science or related field preferably with Bachelor degree; Minimum six (6) years of supervisory experience of a sales force in the sales and promotion of pharmaceutical or nutritional products to the paramedical and medical profession at National Sales level; Marketing background from Nutrition or Pharmaceutical or Fast-Moving Consumer Goods (FMCG); Strong fundamentals of medical sales industry, with good working knowledge of Field Operations, Medical Marketing and Sales Force Effectiveness within a medical sales team; Fluent in spoken and written English; Able to travel nationwide (30%) and possibly overseas; Good interpersonal and communication skills; Strong leadership and self-initiative; Aggressive and enthusiastic personality; A key challenge for this role is building on opportunities with the right insights and putting those into action with data coming from external data (market, consumer, HCPs) and internal, historical learning from past successes and failures. At Fonterra, we live by values and ethics. A reputable brand with an approachable management style, we encourage work/life balance and collaborative culture. This is an opportunity to work within a collaborative and connected culture with inspiring leaders and capable, passionate people. To apply for this role, please contact Phuc Nguyen from Fonterra Vietnam at Phuc.Nguyen@fonterra.com

Channel Development Manager - Bakery
Business Unit: Global Consumer & Foodservice make up the branded part of Fonterra. Launched in 2014, Foodservices 5 year T20 strategy promoted a Channel-Led approach to customer engagement. Success has seen the evolution of the Big Plays strategy and channel growth targets extend out to 2026. Global FS strategy uses global channel teams located in key growth markets. The role of the channel teams is to develop business solutions & associated channel capability programs to enable the market achieve their T20 & Big Plays growth targets.
Bakery Channel T20 & Big Plays Strategy is focused on a number of “Priority Foodservice Channels” based on their dairy usage & Fonterra’s “Right to Win” in that channel. (Refer Appendix Reference 2 Bakery Chevron Strategy Overview) In the Fonterra’s Foodservice strategy the bakery channel is seen as key to success. Winning in bakery underpins the T20 growth success in AsiaMEA & GC regions. It will play a key role in ANZ, LATAM & USA regions (Refer Appendix Reference 3 FSLT T20 OPCO PRIORITY ANALYSIS) Dairy, not only has a high share of wallet in the bakery channel, but plays a critical part in product taste, texture, performance, quality & impacts premium nature of products. Fonterra’s product range high share of voice with bakers, marketers & owners due to the important role dairy plays. Role Purpose & Responsibility: The main role of the Channel Development Manager is to develop and own the Channel Strategy of the Opco The CDM is responsible for development of insights and packaged solutions that are relevant to multiple customers within priority channels. The above role is part of a working unit that collaborates to develop channel insights, value propositions & ultimately “Packaged Business Solutions” – 1 to 1, 1 to many, 1 to mass across the opco’s customer base, for local application. Working as part of multi-disciplinary channel team, the Channel Development Lead - Bakery primary purpose is to develop packaged business solutions which target improvement in customer engagement and sustainable growth thru consistent dairy demand. Packaged Solution development requires the bakery channel team to use a collaborative approach & the combined skills/expertise of Global/Regional/OPCO to develop “Deep Channel Expertise” (DCE). Bakery DCE requires critical thinking on shopper engagement. Much of the challenge for this role is the degree of organisational agility and the required understanding of Fonterra intricacies. The position reports to the Opco Foodservice Business Manager and dot line’s to the Global Bakery Channel Manager with the scope of the role spanning across a number of disciplines ie Customers, Regional Foodservices Team, Foodservices KA and GT sales teams, Technical, Marketing, Supply Chain and Finance. The skill required to understand the needs of the many groups, ensuring cohesion in an environment with competing agendas, is specialised and requires a great deal of influencing & collaboration. Role Accountabilities: Deep channel expertise covering B2B, B2C, B2S Defining and segmentation of channels and sub-channels Narrow focus in selected channels – Asian Bakery, Italian Kitchen, QSR and Beverage House Narrow product focus – hero products Input on NPD designed for focus Channel(s) Insights generation (consumer/shopper/ competitor/ trends) Channel and Business experts Trusted advisor identification and establishment Hypothesis validation and packaged solution development Massified solutions across multiple customers Codify Channel Insights – set up a formal system to research and capture Vietnam Bakery Channel Insights and identify key Bakery customer needs and dairy – based solution business opportunities. Study these insights for factors that are driving dairy application growth so we build a deep understanding that we can use to drive Vietnam dairy application growth faster and, feed these insights back into the Global Bakery Channel team. Business development of solutions – capture the technical solutions from the region and Vietnam Opco that have been perfected in 1:1 engagements with Bakery KA’s for example - Japanese cheese cake application (cream cheese) and develop them into commercialised solutions that can be rolled out “one to many” across the KA and GT customer base using the KA and GT Execution team’s. Working with Marketing to package these into professional detailing material for the KA and GT teams. Effectively Project Manage the roll out of each of these applications by co-ordination of the KA team, the GT sales team, Advisory Chef and Marketing teams to ensure each roll out is executed with excellence to maximise sales result. To apply for this role, please contact Phuc Nguyen from Fonterra Vietnam at Phuc.Nguyen@fonterra.com

Senior Key Account Executive – Italian Kitchen, Hotels and Manufacturers
Role Purpose Business Unit description: Fonterra Brand Vietnam - To be the most trusted source of dairy in the world Team fit : Anchor Food Professionals Role purpose and responsibility: The Vietnam Foodservice Business is challenged to grow at 20% p.a in the next five years under Fonterra Foodservices Global T20 Project and Big Play Projects. Key accounts make up over 50% of the Vietnam Foodservices business thus management of these accounts to generate volume and value growth is crucial to meeting the T20 target. Reporting to the National Key Account Manager this is a vital role to identify and capture full potential growth of each of the assigned Key Accounts. This position also has responsibility for development of our National Café Italian Kitchen, Hotels and Manufacturers Channel business which has averaged growth of 25% p.a over the last 3 years.
Role accountabilities Ensure delivery of Sales Volume and Value for each assigned Key Account. Develop and implement strategies and action plans for each assigned account to generate volume and value growth, range-selling, demand creation and consumption building initiatives. Build Call Plans and Selling Stories based on customer Needs and Customer Profile. Ensure customer service levels are achieved by the Distributor by monitoring of delivery service levels to the assigned Key Accounts and implementing improvements and resolving any issues via the Sales Execution Team. Responsible for managing the SMAP sales forecast for assigned KA’s to meet the Foodservice Division Demand Forecast Accuracy KPI. BUSINESS DEVELOPMENT - Achieve revenue and volume targets for assigned Key Accounts Identify dairy growth opportunities in each account. Develop, recommend and execute strategies and action plans to grow Fonterra market share in these accounts. Follow thru from Demand Creation initiative up to actual Purchase Order. Submit price bids to convert accounts from competitive brands. Submit price bids to defend base business. Accelerate dairy sales growth in assigned accounts by recommending solutions thru: Creating demand for Fonterra products by Menu Innovation and Ideation. Ensure Insights are gathered and provided to the National Key Account Manager and the Channel Development team. Accountable for Conducting trade check and fact-finding tasks such as: Visit the stores to check menu offerings Talk to store operations staff to identify needs and competitive products Check on launched products and in-store collaterals. ACCOUNT MANAGEMENT Implement formalized visit routing to all assigned KAs in line with the regional KA management best practice. Take responsibility and manage the SMAP sales forecast for the assigned KA’s to meet the Foodservice Division Demand Forecast Accuracy KPI Build a Customer Profile map of the account’s Org Chart, Customer Strategy and customer needs. Execute account plans in a timely manner. Review accounts’ weekly sales volume to check on base and new product sales and checks with client in cases there are variation to forecast. Major Challenges Competition from cheap other dairy and non-dairy ingredients currently used by the majority of local Italian Kitchen, Hotels and Manufacturers customers. Increasing competitive activity in all Key Accounts in Vietnam. Pressure on price negotiations against competition. Pressure on developing creative solutions against lower priced competitors and to meet the needs of different customers. Pressure on forecast accuracy To apply for this role, please contact Phuc Nguyen from Fonterra Vietnam at Phuc.Nguyen@fonterra.com

Medical Channel Manager

About Us

We are a cooperative owned by 10,500 New Zealand agricultural families. But as a world leader in dairy foods, 20,000 employees are now members of the Fonterra family, all of whom believe in the benefits of milk. For more than a century, we have invested in research, product innovation and food hygiene and safety.

We’re proud to make nutritional products of the highest quality under the Anmum brand to support childhood development of your young ones - as well as nutritional products for pregnant and nursing mothers, babies and toddlers around the world.

The Anmum brand first appeared in Vietnam as a maternal product for pregnant mums to help safeguard their child against defects in the early stages of pregnancy. From launching pregnancy milk in Asia to a full range of formulas today, the brand and its products continue to grow.

The Opportunity

The role of the Medical Channel Manager is to grow the consumer demand for the Anmum brand in the Medical channel in order to increase profitability that is in compliance with company and VN MOH code of ethics. The position will drive medical channel strategies with choices based on our channel’s Ability to win and compliance.

The role is primarily responsible for but not limited to:

Develop & deliver Medical Sales strategies in line with Anmum brand objectives and directions;
Manage Medical team’s performance (consumer reach and NU recruitment) by building credible and relevant brand imagery;
Optimise medical A&P spending;
Drive sample demand forecast accuracy;
Drive medical channel’s coverage expansion & new user recruitment;
Ensure compliance of medical channel procurement and spend control, with corporate policies and values;
Maintain professional image amongst healthcare professionals’ (HCP) perception.

About You

To be considered for this role you should possess:

University graduate in Medical/ Pharmaceutical Science or related field preferably with Bachelor degree;
Minimum six (6) years of supervisory experience of a sales force in the sales and promotion of pharmaceutical or nutritional products to the paramedical and medical profession at National Sales level;
Marketing background from Nutrition or Pharmaceutical or Fast-Moving Consumer Goods (FMCG);
Strong fundamentals of medical sales industry, with good working knowledge of Field Operations, Medical Marketing and Sales Force Effectiveness within a medical sales team;
Fluent in spoken and written English;
Able to travel nationwide (30%) and possibly overseas;
Good interpersonal and communication skills;
Strong leadership and self-initiative;
Aggressive and enthusiastic personality;

A key challenge for this role is building on opportunities with the right insights and putting those into action with data coming from external data (market, consumer, HCPs) and internal, historical learning from past successes and failures.

At Fonterra, we live by values and ethics. A reputable brand with an approachable management style, we encourage work/life balance and collaborative culture.

This is an opportunity to work within a collaborative and connected culture with inspiring leaders and capable, passionate people.

To apply for this role, please contact Phuc Nguyen from Fonterra Vietnam at Phuc.Nguyen@fonterra.com

Channel Development Manager - Bakery

Business Unit:

Global Consumer & Foodservice make up the branded part of Fonterra. Launched in 2014, Foodservices 5 year T20 strategy promoted a Channel-Led approach to customer engagement. Success has seen the evolution of the Big Plays strategy and channel growth targets extend out to 2026.
Global FS strategy uses global channel teams located in key growth markets. The role of the channel teams is to develop business solutions & associated channel capability programs to enable the market achieve their T20 & Big Plays growth targets.

Bakery Channel

T20 & Big Plays Strategy is focused on a number of “Priority Foodservice Channels” based on their dairy usage & Fonterra’s “Right to Win” in that channel. (Refer Appendix Reference 2 Bakery Chevron Strategy Overview)

In the Fonterra’s Foodservice strategy the bakery channel is seen as key to success. Winning in bakery underpins the T20 growth success in AsiaMEA & GC regions. It will play a key role in ANZ, LATAM & USA regions (Refer Appendix Reference 3 FSLT T20 OPCO PRIORITY ANALYSIS)

Dairy, not only has a high share of wallet in the bakery channel, but plays a critical part in product taste, texture, performance, quality & impacts premium nature of products. Fonterra’s product range high share of voice with bakers, marketers & owners due to the important role dairy plays.

Role Purpose & Responsibility:

The main role of the Channel Development Manager is to develop and own the Channel Strategy of the Opco The CDM is responsible for development of insights and packaged solutions that are relevant to multiple customers within priority channels. The above role is part of a working unit that collaborates to develop channel insights, value propositions & ultimately “Packaged Business Solutions” – 1 to 1, 1 to many, 1 to mass across the opco’s customer base, for local application.

Working as part of multi-disciplinary channel team, the Channel Development Lead - Bakery primary purpose is to develop packaged business solutions which target improvement in customer engagement and sustainable growth thru consistent dairy demand.

Packaged Solution development requires the bakery channel team to use a collaborative approach & the combined skills/expertise of Global/Regional/OPCO to develop “Deep Channel Expertise” (DCE). Bakery DCE requires critical thinking on shopper engagement.

Much of the challenge for this role is the degree of organisational agility and the required understanding of Fonterra intricacies. The position reports to the Opco Foodservice Business Manager and dot line’s to the Global Bakery Channel Manager with the scope of the role spanning across a number of disciplines ie Customers, Regional Foodservices Team, Foodservices KA and GT sales teams, Technical, Marketing, Supply Chain and Finance. The skill required to understand the needs of the many groups, ensuring cohesion in an environment with competing agendas, is specialised and requires a great deal of influencing & collaboration.

Role Accountabilities:

Deep channel expertise covering B2B, B2C, B2S
Defining and segmentation of channels and sub-channels
Narrow focus in selected channels – Asian Bakery, Italian Kitchen, QSR and Beverage House
Narrow product focus – hero products
Input on NPD designed for focus Channel(s)
Insights generation (consumer/shopper/ competitor/ trends)
Channel and Business experts
Trusted advisor identification and establishment
Hypothesis validation and packaged solution development
Massified solutions across multiple customers
Codify Channel Insights – set up a formal system to research and capture Vietnam Bakery Channel Insights and identify key Bakery customer needs and dairy – based solution business opportunities. Study these insights for factors that are driving dairy application growth so we build a deep understanding that we can use to drive Vietnam dairy application growth faster and, feed these insights back into the Global Bakery Channel team.
Business development of solutions – capture the technical solutions from the region and Vietnam Opco that have been perfected in 1:1 engagements with Bakery KA’s for example - Japanese cheese cake application (cream cheese) and develop them into commercialised solutions that can be rolled out “one to many” across the KA and GT customer base using the KA and GT Execution team’s.
Working with Marketing to package these into professional detailing material for the KA and GT teams.
Effectively Project Manage the roll out of each of these applications by co-ordination of the KA team, the GT sales team, Advisory Chef and Marketing teams to ensure each roll out is executed with excellence to maximise sales result.

To apply for this role, please contact Phuc Nguyen from Fonterra Vietnam at Phuc.Nguyen@fonterra.com

Senior Key Account Executive – Italian Kitchen, Hotels and Manufacturers

Role Purpose

Business Unit description: Fonterra Brand Vietnam - To be the most trusted source of dairy in the world

Team fit : Anchor Food Professionals

Role purpose and responsibility:

The Vietnam Foodservice Business is challenged to grow at 20% p.a in the next five years under Fonterra Foodservices Global T20 Project and Big Play Projects.
Key accounts make up over 50% of the Vietnam Foodservices business thus management of these accounts to generate volume and value growth is crucial to meeting the T20 target.
Reporting to the National Key Account Manager this is a vital role to identify and capture full potential growth of each of the assigned Key Accounts.
This position also has responsibility for development of our National Café Italian Kitchen, Hotels and Manufacturers Channel business which has averaged growth of 25% p.a over the last 3 years.

Role accountabilities

Ensure delivery of Sales Volume and Value for each assigned Key Account.
Develop and implement strategies and action plans for each assigned account to generate volume and value growth, range-selling, demand creation and consumption building initiatives.
Build Call Plans and Selling Stories based on customer Needs and Customer Profile.
Ensure customer service levels are achieved by the Distributor by monitoring of delivery service levels to the assigned Key Accounts and implementing improvements and resolving any issues via the Sales Execution Team.
Responsible for managing the SMAP sales forecast for assigned KA’s to meet the Foodservice Division Demand Forecast Accuracy KPI.

BUSINESS DEVELOPMENT - Achieve revenue and volume targets for assigned Key Accounts

Identify dairy growth opportunities in each account.
Develop, recommend and execute strategies and action plans to grow Fonterra market share in these accounts. Follow thru from Demand Creation initiative up to actual Purchase Order.
- Submit price bids to convert accounts from competitive brands.
- Submit price bids to defend base business.
Accelerate dairy sales growth in assigned accounts by recommending solutions thru:
- Creating demand for Fonterra products by Menu Innovation and Ideation.
- Ensure Insights are gathered and provided to the National Key Account Manager and the Channel Development team.
Accountable for Conducting trade check and fact-finding tasks such as:
- Visit the stores to check menu offerings
- Talk to store operations staff to identify needs and competitive products
- Check on launched products and in-store collaterals.

ACCOUNT MANAGEMENT

Implement formalized visit routing to all assigned KAs in line with the regional KA management best practice.
Take responsibility and manage the SMAP sales forecast for the assigned KA’s to meet the Foodservice Division Demand Forecast Accuracy KPI
Build a Customer Profile map of the account’s Org Chart, Customer Strategy and customer needs.
Execute account plans in a timely manner.
Review accounts’ weekly sales volume to check on base and new product sales and checks with client in cases there are variation to forecast.

Major Challenges

Competition from cheap other dairy and non-dairy ingredients currently used by the majority of local Italian Kitchen, Hotels and Manufacturers customers.
Increasing competitive activity in all Key Accounts in Vietnam.
Pressure on price negotiations against competition.
Pressure on developing creative solutions against lower priced competitors and to meet the needs of different customers.
Pressure on forecast accuracy

To apply for this role, please contact Phuc Nguyen from Fonterra Vietnam at Phuc.Nguyen@fonterra.com

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