Business Development Manager

Fonterra is one of the world's largest dairy nutrition companies, committed to delivering high-quality dairy nutrition globally. The Business Development Manager – Premium Private Label will lead growth in the US market by identifying premium private label opportunities, building long-term partnerships, and driving commercial strategies for the ingredients portfolio.

Responsibilities:

• Lead the commercial growth strategy for the Premium Private Label ingredients portfolio
• Identify and develop new premium private label opportunities with key customers, from concept through to commercialisation
• Expand market share across premium dairy ingredients by unlocking new customers, applications, and channels
• Build strong, senior level customer relationships grounded in partnership and long term value creation
• Provide market intelligence on consumer trends, premiumisation, and the competitive landscape to inform strategy and innovation
• Own the US sales pipeline, including forecasting, target setting, and performance tracking. As we grow, the scope will branch across boarders
• Collaborate cross functionally with R&D, supply chain, quality, strategy and marketing to deliver winning customer solutions
• Influence portfolio direction through insight led recommendations on product, format, and customer prioritisation

Requirements:

• Strong background in food or dairy ingredients
• Experience with private label or customer branded portfolios, particularly in premium or value added categories
• Sharp commercial mindset
• Experience growing accounts
• Managing complex negotiations
• Change management skills (implementing ways of working within an organisation)
• Delivering profitable outcomes
• Comfortable owning a sales pipeline end to end—setting targets, forecasting accurately, and converting opportunities into sustainable business
• Solid understanding of the US ingredients and retail markets, including customer dynamics, innovation cycles, and premiumisation trends
• Ability to build trusted, senior level customer relationships
• Enjoy partnering closely with customers to develop differentiated solutions that meet both technical and commercial needs
• Ability to work independently and collaborate cross functionally
• Proactively engaging R&D, marketing, quality, and supply chain teams to bring ideas to life - internally and externally
• Strategic thinking about where to focus effort and investment
• Hands on in driving execution
• Organised, commercially disciplined, and comfortable managing multiple priorities in a fast moving environment