What we Ask
- Bachelor's degree in Business Administration, Marketing, Sales, or a related discipline
- Minimum 5–8 years' experience in Key Account Management, Sales, or Business Development within FMCG, Food Service, or HORECA channels
- Proven track record of managing and growing strategic HORECA accounts
- Strong commercial and negotiation skills with experience in joint business planning
- Good understanding of foodservice market dynamics, customer needs, and route-to-market strategies
- Experience in trade marketing, category management, and customer activation programs
- Strong analytical skills with the ability to translate market insights into actionable plans
- Excellent stakeholder management, relationship-building, and communication skills
What we Offer
A culture that’s truly global, yet deeply connected
Rooted in our Dutch heritage and grown across the world, FrieslandCampina brings together diverse perspectives into one collaborative culture. Here, where working across markets, teams, and ideas is part of everyday life.A place where your growth is continuously unlocked
From structured training and coaching to hands-on, real-world exposure, you’re empowered to shape your own career path. Opportunities will evolve as you do, with local and international mobility that’s actively encouraged.Work that works for you
We believe performance thrives with balance. We are offering competitive rewards, flexible ways of working, and benefits that support both your personal and professional life. That way, we ensure you’re well equipped to truly Unleash your Nature.An environment that brings out your best
We pride ourselves on being informal, friendly, and driven. You’ll work alongside passionate people who challenge, support, and inspire each other to raise the bar every day.The freedom to make a real impact
Here, trust and autonomy aren’t just words - they’re how we operate. You’re empowered to take ownership, create long-term impact, and contribute to something bigger: nourishing the world.
Vacancy Description
1. HORECA Customer Strategy:
Develop and execute customer and channel strategies for Hotels, Restaurants, Cafés, and Catering customers to drive profitable growth, market penetration, and long-term partnerships.
2. Account Management:
Manage and grow assigned HORECA accounts through effective relationship management, joint business planning, contract negotiations, and execution of customer-specific growth initiatives.
3. Trade Activities:
Develop and implement trade activities and activation programs, manage trade investments, and track performance to ensure achievement of sales and profitability objectives.
4. Cross-Functional Collaboration:
Work closely with Marketing, Supply Chain, Finance, and Customer Service teams to ensure seamless execution of customer plans and delivery of business objectives.
5. Market & Customer Insights:
Analyze market trends, competitor activities, and customer needs to identify opportunities for growth and develop actionable recommendations.
6. Category & Shopper Development:
Leverage category insights and customer understanding to improve product visibility, drive customer engagement, and strengthen FrieslandCampina's position within the HORECA channel.
7. Business Performance & Reporting:
Monitor sales performance, customer profitability, and key commercial KPIs. Provide regular business reviews, forecasts, and insights to support decision-making and continuous improvement.
8. Corporate Compliance:
Ensure all commercial activities are executed in line with company policies, procedures, and governance requirements.
For thousands of people every day, we are more than just a dairy company. To our farmers, 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.
Position reports to the National Manager for HORECA/Institutions in our sales team
爱上菲仕兰的理由？
有使命感的工作：
我们秉持“自然滋养”的使命-把更优质的营养带给全球亿万消费者，同时陪伴我们的奶农和社会共创可持续的未来。
合作共赢的基因：
在这里，我们跨越地域并肩前行，彼此尊重、彼此成就，把努力汇聚成真正被看见、被分享的成果。
真实可感的影响力：
被信任去尝试、被鼓励去突破，让卓越成为你自己的节奏。
一起成长，彼此点燃：
我们持续投入培训与学习资源，赋能你的每一次成长，你的进阶也同时推动菲仕兰功成乳此。