General information

All posting locations: Newmarket, Auckland, New Zealand

Job Function: 01 - Sales

Date Published: 16-Apr-2024

Ref #: R-81469

Description & Requirements

This is an exciting role that has come up due to an internal move. You’ll be treated as an owner from day one, working in cross-functional teams to drive category success while being supported by a close-knit team who will set you up for success and invest in your growth. You will get exposure to multiple functions and be an integral part of fuelling the growth engine of ANZ.

The Commercial Manager is responsible for the Commercial Strategy of some Iconic Kiwi brands, in the Petfood, Coffee and Beverages portfolio. Helping develop and implement strategy and activities to achieve ambitious portfolio growth, backed by global resources and learnings, and will:

The Commercial Manager is responsible for the Commercial Strategy of Petfood, Coffee and Raro and will:

  • Develop the Commercial plan based on category, shopper, and consumer insight.
  • Develop retailer-tailored strategies that are insight driven, and anchored in the delivery of Commercial targets, working collaboratively with sales to ensure these programs are executed with excellence, and accountable for the forecasting process in partnership with the operations team.
  • Drive sustainable profitable revenues via pricing, promotion and mix. Candidate must be able to assess complex pricing and promotion models and translate findings into recommendations and action plans suitable for executive management and Field sales.
  • Own financial reporting through the Monthly Performance Review & Forecasting processes, develop the annual operating plan, and work cross-functionally to deliver the year and plan the future.

Key Responsibilities:

Delivery of Annual Operating Plan

  • Point of contact on portfolio for Sales Account Managers to cascade Commercial Strategy objectives, operationalize the plan and ensure delivery
  • Own the risks & opportunities process by developing and monitoring retailer-oriented plans through cross-functional initiatives, working with Finance to ensure gaps vs plan are closed and reported through Monthly Performance Reporting
  • Manage & own the number for mid & long-term forecast, understanding performance drivers behind sales execution, working across functions to address execution needs.
  • Engage with the Field team to understand and develop action plans at customer level for portfolio, track implemented recommendations and analyse post event assessment of in-store activation.
  • Preparing and analysing actual performance using variance analysis to arrive at root causes.
  • Base prices/EDV optimization
  • Gap optimization
  • Trade investment review and guidance
  • Assess optimal SKU and brand assortment to drive profitability

Corporate Reporting

  • Complete actual and forecast report preparation.
  • Own the Monthly Performance Reporting, ensuring that business drivers of performance vs plan and prior year are clearly understood and communicated to key stakeholders using Price Volume Mix analysis.
  • Zero Based Budgeting: monthly reporting of assigned packages for fixed selling costs

Development of category-specific retailer strategies

  • Be the expert on our customers & act as the voice of the retailer within the portfolio to ensure strategies built are feasible for execution for our customers.

About you:

  • 5+ years of working experience in FCMG Sales/Key Account Management or on retailer-side as Buyer or similar
  • 2+ years working with or for major NZ retailers.
  • Strong interpersonal skills to influence and sell recommendations internally, ability to negotiate both internally and externally to achieve the objectives of Commercial Strategy.
  • Problem-solving mentality with ability to navigate a high pace environment and deliver through others.
  • Strong analytical skills with ability to translate insights into action through storytelling to sell plans to customers.
  • Strong commercial & retailer acumen ideally through direct experience at a retailer or in a retailer-facing role.
  • Advanced Microsoft PowerPoint & Excel
  • Promotion and/or range modelling
  • Systems knowledge a plus: Nielsen/IRI Scan/Panel (e.g. Temple, UNIFY), Demantra, JDA, Tableau, Quantium

About us:

  • Hybrid Working – Flexibility around when and where you work.
  • Pay for Performance – industry leading variable compensation offerings tied to company and individual performance on top of a competitive base salary package.
  • Parental Leave – paid parental leave for primary AND secondary caregivers.
  • Leave Options – Purchased leave, volunteer leave and LiveWell leave programs to give you even more flexibility to plan your life and spend time on causes that matter.
  • In House Training Programs
  • Corporate Discount Programs & Novated Leasing – Utilize a range of discount programs (gym membership, health insurance, banking) depending on location.


About Us

Kraft Heinz is a global food company with a delicious heritage. With iconic and emerging food and beverage brands around the world, we deliver the best taste, fun and quality to every meal table we touch. We’re on a mission to disrupt not only our own business, but the global food industry. A consumer obsession and unexpected partnerships fuel our progress as we drive innovation across every part of our company.

Around the world, our people are connected by a culture of ownership, agility and endless curiosity. We also believe in being good humans, who are working to improve our company, communities, and planet. We’re proud of where we’ve been – and even more thrilled about where we’re headed – as we nourish the world and lead the future of food.

Why Us

We grow our people to grow our business. We champion great people who bring ambition, curiosity, and high performance to the table as the guardians of our beloved and nostalgic brands. Good isn't good enough. We choose greatness every day by challenging the ordinary and making bold decisions. All while celebrating our wins - and our failures – as we work together to lead the future of food.

Challenging the status quo takes talent. We invest in your purpose and potential by developing skills and nurturing strengths that leave a legacy on our business and a lasting impact on your career. Because great people make great companies, and we’re growing something great here at Kraft Heinz.

Kraft Heinz is an Equal Opportunity Employer - Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.