Head of Commercial Excellence

Fonterra; Selangor; On-site; MYR 250,000 - 300,000; Full time

Job summary

A leading dairy nutrition company in Malaysia is seeking a Head of Commercial Excellence to uplift commercial capability across the business. This role involves leading the design and implementation of the Commercial Excellence Academy, translating strategies into actionable plans, and coaching the Commercial Excellence team. The ideal candidate has significant experience in commercial excellence within FMCG and excellent stakeholder management skills. Join us to make a global impact through local action while growing your career in a collaborative environment.

Benefits

Competitive remuneration

Collaborative culture

Inspiring leadership

Qualifications

• Significant experience in commercial excellence within FMCG or similar sectors.
• Proven ability to lead and influence teams at all levels.
• Strong analytical skills with experience interpreting complex data.

Responsibilities

• Lead the design and implementation of the Commercial Excellence Academy.
• Translate commercial strategy into actionable capability-building plans.
• Define and monitor key performance indicators for effectiveness.

Skills

Commercial excellence

Sales strategy

Business analytics

Stakeholder management

Communication skills

Education

Tertiary qualification in business administration or related discipline

Job 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

Reporting to the GM, Strategy Enablement, the Head of Commercial Excellence is responsible for uplifting commercial capability across the business, focusing on commercial acumen, business acumen, and functional capability (sales, channel, chef). This will be achieved by building capability assessments, creating a roadmap, and developing an aligned business scorecard. The role ensures the commercial lens is embedded in strategy execution and capability uplift across the team.

Key Accountabilities

• Lead the design and implementation of the Anchor FP Commercial Excellence Academy, partnering with internal stakeholders to build commercial acumen and functional capability across sales, channel, and chef teams. Develop and maintain a commercial capability assessment framework to identify strengths, gaps, and priority areas for development.
• Translate commercial strategy into actionable capability‑building plans, ensuring alignment with business objectives and market needs. Develop, socialise, and maintain a commercial capability roadmap and aligned business scorecard to track progress and impact.
• Represent the commercial voice of the business to group capability, marketing, and innovation teams, ensuring commercial needs are embedded in cross‑functional initiatives. Build strong relationships with market teams to capture, collate, and synthesise cross‑market capability needs.
• Lead the creation and rollout of go‑to‑market playbooks, commercial best practices, and process improvements. Foster a culture of excellence, continuous improvement, and knowledge sharing within the Strategy Enablement team and across the wider business.
• Define and monitor key performance indicators (KPIs) to measure the effectiveness of commercial capability initiatives. Provide regular reporting and insights to the GM, Strategy Enablement, and other senior stakeholders.
• Lead, coach, and develop the Commercial Excellence team, including direct and indirect reports, to deliver on capability uplift objectives. Role model Fonterra’s values and leadership behaviours, contributing to a high‑performing and engaged team culture.

Critical Skills & Experience

• Tertiary qualification in business administration, commerce or a business‑related discipline
• Significant experience in commercial excellence, sales strategy, or business analytics within FMCG, Foodservice, or a similar sector; demonstrated success in leading commercial capability uplift and embedding commercial best practices across diverse teams; and experience working in a matrixed, cross‑functional environment, ideally with exposure to both global and local market dynamics.
• Deep expertise in commercial process optimisation, sales enablement, and business performance measurement; strong analytical skills, with the ability to interpret complex data and translate insights into actionable plans; and proficiency in developing and implementing capability frameworks, scorecards, and roadmaps.
• Proven ability to lead, influence, and inspire teams and stakeholders at all levels; excellent stakeholder management and collaboration skills, with experience partnering across multiple functions and markets; and ability to foster a culture of excellence, continuous improvement, and commercial acumen.
• Effective communicator, able to engage and inspire at all levels of the organisation; skilled at driving change and embedding new ways of working in complex environments.

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.

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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 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.