Account Manager

Position Description

We are Fonterra, one of the world's largest dairy nutrition companies.
At Fonterra, you’ll be inspired by purpose and guided by principles. Whether you're based in New Zealand or anywhere else around the world, you’ll be part of a team that creates goodness for generations and delivers global impact through local action. Our brands are trusted by families and individuals alike, delivering high-quality dairy nutrition to millions of people globally.
 As a Co-operative created and owned by New Zealand dairy farmers, our collaboration, innovation, and passion have enabled us to share the goodness of our dairy with the world. We're committed to caring for the land, our animals, and every drop of milk, producing nutritious food with safe, quality ingredients loved in New Zealand and around the world.
As part of the Fonterra Co-op, you'll be solving for a better future alongside a team connected by solid values as we strive to be a leader in dairy sustainability, dairy innovation and science, with a focus on New Zealand milk.
When you join Fonterra, you'll open yourself to a career of opportunities where you can grow with us by developing your skills, sharing your knowledge, and exploring diverse career paths that ignite your passions.

About the role

Build relationships. Deliver value. Grow with our customers.

At Fonterra, we build strong customer partnerships that help deliver high-quality dairy ingredients and solutions to customers across a range of industries and applications. As our new Account Manager, you’ll manage and develop a portfolio of customer accounts, building strong relationships, supporting existing business and identifying opportunities for growth.

Reporting to the Sales Director, North America, you’ll take ownership of your accounts and work closely with customers and internal teams to deliver strong commercial outcomes. You’ll be part of a collaborative team that values customer focus, accountability and results.

What You’ll Do

You’ll be responsible for managing and developing customer relationships, supporting existing business and identifying new opportunities across your account portfolio. You’ll own key commercial activities including pricing, contract negotiations and forecasting, while partnering closely with internal teams to ensure we deliver on customer requirements and commitments.

You’ll develop a strong understanding of your customers’ businesses and needs, helping connect them with the right Fonterra products, capabilities and solutions.

Key responsibilities include:

• Managing and developing a portfolio of customer accounts
• Growing existing business and identifying opportunities for new business
• Leading pricing discussions, commercial proposals and contract negotiations
• Managing demand forecasts and supporting effective supply planning
• Collaborating cross-functionally to ensure customer requirements and commitments are effectively delivered
• Monitoring account performance and following through on customer actions and commitments
• Maintaining an understanding of dairy market trends and translating relevant insights into customer conversations and commercial opportunities
• Supporting broader sales opportunities and team priorities as needed

About You

You’re commercially minded, customer focused and enjoy building strong relationships. You understand how to balance customer needs with business priorities and are comfortable taking ownership of accounts from day-to-day requirements through to broader commercial discussions.

You may already have experience in B2B sales or account management, or you may be looking to take the next step in your commercial career. You’re proactive, organized and comfortable working across multiple customers and priorities. You can build trust with customers and internal stakeholders and have a solutions-focused approach when challenges arise.

We’re looking for someone who brings:

• Experience in B2B sales, account management, customer management or a related commercial role
• Commercial acumen and an interest in developing customer business
• The ability to manage multiple accounts, priorities and customer requirements
• Strong communication, analytical and organizational skills
• A proactive, solutions-focused approach and willingness to take ownership
• An ability to collaborate effectively across commercial, supply chain, operations and other internal teams
• Experience in dairy, food ingredients, nutrition, manufacturing or a related B2B industry would be advantageous, but is not essential
• An interest in learning about dairy ingredients and global dairy markets

Are you excited about this opportunity but may only meet some requirements?
At Fonterra, we are committed to building a diverse workplace and, therefore, open to looking at applicants with excellent transferable skills. If that's you, we encourage you to apply as you may be the right candidate for this role or one of our other opportunities. 
Or join our Talent Community by clicking here, to be notified about new and relevant job opportunities. 
The benefits of life at Fonterra
Our people and what they bring to our Co-op shape our success. We have a collaborative culture, inspiring leaders, and passionate people, making Fonterra a great place to work. We also offer competitive remuneration ($120k - $145k + 10% STI) and a range of benefits, regardless of your role or location. 
Fonterra is a place where everyone can be themselves, feel empowered to do their best, and are empowered to create goodness for generations.
Sound good to you? Come and join us, and let's solve for better, together. You, me, us together.

General Information

Date Published 10-Nov-2026 Advertising Ends 21-Nov-2026 ID# 17827 Role Type Sales Work Type Permanent Full-Time Workplace Type On-site Country United States Location United States