This document provides an indicative description of the purpose and accountabilities of the role and specifies competencies required to sustainably attain company objectives. Actual performance requirements and expectations should be included in the annual PERFORMplus agreement.

SECTION 1: Title and reporting relationships

Position title:

Food Service Technical Sales Executive - Beijing

Reports to:

Beijing City Sales Manager

Business unit:

FS

Organisation unit:

Fonterra China Foodservice

Location:

Beijing

Author:

Approver:

Approval Date:

SECTION 2: Role purpose

Role accountabilities

l   To assist Sales manager to achieve annual target.

l   Efficient maintain major account customer business and increase customer consumption and keep their loyalty.

l   Efficient develop new customer to convert and penetrate Anchor product.

l   Develop and maintain secondary distribution in BJ market.

l   Submit marketing plan and execution.

l   Coordinate with our distributor for end user technology service.

Health & Safety accountabilities

The Fonterra Health & Safety Management System outlines the key responsibilities for Managers & Employees.  Please refer to this for further information.

Please use either the Manager/Supervisor or the Employee section.

Manager/Supervisor

•      When a team member is injured, the manager will be required to manage in conjunction with our insurers the injury management, compensation and return to work processes.

•      A manager will report and manage the outcomes of any incident.

•      A manager will lead and participate in Health & Safety activities such as Health & Safety Walkarounds, Hazard Identification and Risk Assessment processes in line with company procedures and processes.

•      A manager will comply with responsibilities as detailed in the Health & Safety Management System.

•      The manager will identify and report all hazards and incidents.

•      The manager will participate fully in the Health & Safety improvement process.

•      The manager will co-operate fully in any injury management process to ensure full participation in the workforce after cleared fit for duties by a registered Medical Practitioner.

Employee

•      The employee will identify and report all hazards and incidents.

•      The employee will participate fully in the Health & Safety improvement process.

•      The employee will co-operate fully in any injury management process to ensure full participation in the workforce after cleared fit for duties by a registered Medical Practitioner.

Sales volume

Sales revenue

Department, expense budget

Around 50 products.

EBITDA         

Around 50 products.

Personnel Dimensions (employees reporting to this position directly and indirectly)

Number of Staff:

Direct:

Indirect:

Total:

Decision making authority

It should be made clear whether the job holder is solely accountable for making decisions or whether they are shared with other team members.

a)   Financial delegations (NB. financial delegations must be provided.  Refer to Commercial Director for delegation levels)

Direct Purchases

$      

Indirect Purchases

$      

Services Purchases

$      

b)   Other major actions able to be taken within delegated authorities:

l   Conducting planned market research.

l   Conducting planned staff training.

l   Implementing approved business plan.

l   Alter business plan within set limits as necessary.

Major actions and decisions which are recommended to a higher level of management for approval:

l   To assist Sales manager to make annual business plan/budget

l   Pricing and promotion activity outside agreed limits

l   Provide Technical Training for wholesaler and end-user.

SECTION 3: Competencies

These are five competencies selected from the PERFORMplus competencies wheel critical to the role (to be used in recruitment and PERFORMplus). 

Competency

Essence

Rating

Select the functional group that applies to this position (i.e. Supply Chain) e.g. Teamwork

Supports a high performance teamwork culture that enables each team member to make an effective contribution to the team effort

Rating Scale (for competencies):

U     Understanding

-        Familiar with the competency and understands how to get further information. 

-        Is a willing supporter, but is unlikely to be asked to deliver other than being consulted.

D     Developing

-        Building the basic knowledge and skills but not demonstrating the competency consistently or independently. 

-        May be new to the role or not had the opportunity to demonstrate the competency yet.

P     Proficient 

-         Takes responsibility, demonstrates the competency consistently

-         Handles delivery independently. 

E    Expert 

-        Seen as a role model for this competency.

-        Uses it in new situations.

-        Identifies new ways of doing things and innovates. 

Qualification & Experience

What is the typical background required to competently perform the responsibilities of the job? (including technical skills and qualifications)

Requirement

Essential

Preferred

Education

Bachelor degree, majored in Food, Marketing, Commerce or other related majors

Experience

Technical/Functional

Expertise

Industry Experience

SECTION 4: Key relationships

People and organisations both inside and outside of the company that this position would be required to manage relationships with. 

Internal

External

City Sales Manager Beijing China Foodservice

Secondary distribution or sales partners and their staffs

All members of  Fonterra China Foodservice team

Major customers of Bakery Channel & KA

Customers of Casual Dining Channel

New Business development  team

Supply Chain team

Fonterra China Finance and HR

Position in Organisation

This section should have an organisation chart pasted in as well as describing the reporting structure, including direct reports to the position. It is important to understand where the roles fits, the size of the peers and those of the subordinates. This ensures the role is positioned within the appropriate band. Insert chart (including direct reports and reporting line)

insert here

 
Our Values

Fonterra has four values that provide the foundation of our company.  They reflect the ‘Fonterra Way’ of doing things and enhance our ability to achieve our vision and strategy.  These values provide a basis for our decision-making and define how we prioritise our actions and behaviours.