This company is behind some of Australia’s most recognised brands (you’ll know EXACTLY who they are!), and the country’s leading contract packing manufacturer. As part of a global independent FMCG solutions provider serving retailers and global, national and emerging brands across Europe, North America and Australia, the business combines global supply chain expertise with local innovation to manufacture an almost unlimited variety of products to individual customer specifications. The range is diverse because it is built to suit all types of needs and occasions, and it can be tailored to the nuances of what consumers are into.
What you’ll actually be doing
Reporting to the Commercial Director, you will lead the foodservice team, made up of a Customer Operations Specialist, a Sales Support Manager, a State Manager and a National Account Manager. You will own the commercial relationship with the foodservice distributors from end to end, covering strategy, pricing, trading terms and rebates, customer P&Ls, tenders and joint business planning. The goal is sustainable volume growth, so a big part of the job is working with distributors to improve ranging and distribution and to get into more of the end-user segments that matter, including healthcare, education, hospitality, catering, leisure, mining and government. You will partner with Revenue Growth Management on pricing and margin, and with Demand Planning and Supply Chain on forecast accuracy and DIFOT. You will also be the internal voice of the customer, which means balancing what distributors need against what the business can deliver commercially and operationally. When a significant issue lands with a major customer, you own it until it is resolved.
What you’ll bring
- Commercial experience managing distributor or key accounts, with foodservice channel experience a strong advantage given that is where this role lives
- Confidence negotiating pricing, trading terms and rebates, and managing a customer P&L to deliver profitable growth
- Experience leading people and influencing across functions, from supply chain and finance through to technical and operations
- Strong analytical skills, with advanced Excel and Microsoft 365
- Organised, accountable and comfortable juggling tenders, business reviews and forecasts at the same time
What’s in it for you
This is a proper national remit! You will own a whole channel commercially, from strategy and pricing through to the P&L, rather than managing one slice of it. You will lead a team of four, work directly with the Commercial Director, and sit at the centre of the business between customers, Revenue Growth Management, Supply Chain and Customer Fulfilment. The end-user mix is broad, from healthcare and education through to mining and government, so the work keeps moving.
Please make sure you are an Australian citizen or have full working rights, as unfortunately we aren’t able to sponsor anyone at this time.
