FrieslandCampina aims to outperform in its markets by strengthening commercial excellence at scale. Within Global Commerce, the ACE (Agile Commercial Execution) team drives commercial execution through capability programs and maturity assessments. We are looking for a Global Sales Excellence Manager with strong commercial credibility to define and embed best-in-class sales standards globally. The position will take a leading role together with a network of subject matter experts in defining how we sell, create value with customers, and ensure excellent commercial execution across all B2C and B2B business groups. Do you bring a solid background in (key) account management and excel in project and stakeholder management to drive results? Then this is your opportunity to make real impact.

What we ask

• Master’s degree (WO level);
• 10+ years of commercial experience within FMCG/food or related sectors (B2B and/or B2C), including sales leadership roles such as Key Account Management, Sales Management or Commercial Excellence;
• Track record in international account management, joint business planning, value-based selling, negotiation and multi-channel development (modern trade, general trade, eCommerce);
• Comfortable operating in complex, global stakeholder environments.
• Ability to translate commercial insights into clear standards, frameworks and priorities;
• Strong ownership mindset, combining strategic thinking with hands-on pragmatism;
• Passion for developing people and strengthening sales leadership capabilities;
• Willingness to travel internationally (approximately once per month).
• Excellent communication skills in English; additional languages are a plus.

What we offer

FrieslandCampina has a unique company culture of Dutch heritage and international presence. The work environment is informal and friendly, where you collaborate with passionate professionals. You will have access to training and coaching to support your professional growth, and internal career development opportunities are actively encouraged. With trust and autonomy, you will have the chance to create lasting impact, contributing to better nutrition for the world. As for the employment benefits:

• Salary between €6,500 and €8,900 per month, depending on knowledge and experience (full-time);
• Full-time workweek of 40 hours, 15% company bonus, and a pension;
• Flexible working hours, hybrid working, plus either a train pass or a travel allowance of €0.23 per km (up to 30 km one way).
• 200 hours of annual leave, the option to buy or sell 40 extra hours, and 8% holiday allowance;

• The chance to shape how sales excellence is defined and applied across a global organization.

Vacancy Description 

You are the global owner and subject matter expert (SME) for sales excellence. Together with a network of SMEs across FrieslandCampina, you define “What Great Looks Like” for how we sell across markets, customers and channels, and ensure these standards are embedded through capability building, diagnostics and leadership engagement. Combining strong sales expertise with the ability to influence senior stakeholders and translate strategy into scalable ways of working that drive commercial impact. Your key responsibilities are: 

Sales Excellence Leadership

• Define and continuously improve global sales standards (e.g. account management, joint business planning, value-based selling, channel & customer development, eCommerce, in-store execution);
• Translate strategy into practical frameworks, tools and learning solutions;
• Act as sparring partner to senior commercial leaders.

Commercial Diagnostics (Let’s ACE It)

• Co-own and evolve the global commercial maturity assessment;
• Partner with BG Commercial Directors and OpCo MTs to run maturity assessments at market level, interpret and identify key capability gaps at BG level, and translate insights into capability building roadmaps

Capability Building (ACE Academy)

• Co-create sales capability roadmaps with Business Groups and OpCos;
• Design and roll out impactful learning solutions to drive behavioral change and linked to business priorities.

Community & Best Practice Leadership

• Build and activate a global sales excellence community;
• Drive knowledge sharing and adoption of best practices across markets.

For thousands of people every day, we are more than just a dairy company. To our farms, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness, FrieslandCampina means something more. For them, it's not just about what we do, but who we are. We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.

FrieslandCampina's Global Commerce comprises a team of commercial leaders with broad experience driving business results and continuous improvement across B2C and B2B markets. While most of the team is based in Amersfoort, colleagues are also located in Asia and across Europe. This role reports directly to the Global ACE Director. 

This role directly shapes how FrieslandCampina sells today and in the future. You will influence thousands of commercial professionals worldwide and help ensure that sales excellence is not just an aspiration, but a consistent, measurable capability across markets.