Senior Sales Manager, Private Label

Job description

About Us As a leading provider of high-quality food and beverage ingredients, we work with farming communities across the globe to grow, source and produce ingredients that are good for consumers, farmers, and the world around us. We supply household food brands and manufacturers worldwide with cocoa, coffee, dairy, nuts and spices ingredients which are often grown on our own farms and estates and sourced from hundreds of thousands of farmers across ~50 countries. Along with our diverse manufacturing and innovation capabilities, this means we can provide ingredients for a range of products, from a plant-based latte mix to an almond based snack bar or a dairy-free ice cream. Making a positive impact on people and planet is a core component of our Purpose, to be the change for good food and a healthy future. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable, and transparent supply. And whoever we’re with, whatever we’re doing, we always make it real. Product Information Nuts Need a reliable supply of nuts? We’re one of the world’s leading suppliers with integrated supply chains across six continents. You’ll find us in all main origins for cashews, hazelnuts and almonds––from USA, Africa and the Middle East to Asia and Australia. With more than 30 years’ heritage and well-established, best-in-class supply chains, we strive to provide the quality, quantity, and consistency you need. We also deliver customizable nut-based innovation to help solve your challenges. Perfectly roasted almonds. Creamy cashew butter. Vibrant customized pistachio pieces. You name it, delivered to spec: to bring your applications to life. From nut butters and pastes to oils and flours, the possibilities are endless. Location: Australia, Melbourne Summary The Senior Private Label Sales Manager is the senior commercial leader accountable for defining and executing ofi's private label growth strategy across Australia and New Zealand. The role owns the private label portfolio strategy, customer value proposition, revenue, volume, margin, and long-range pipeline, with particular responsibility for major supermarket, wholesale, and strategic CPG customers. Acting as the executive commercial bridge between customers and ofi's global supply chain, operations, innovation, quality, legal, and finance teams, the role leads complex tenders, strategic negotiations, and end-to-end product commercialisation to deliver profitable, sustainable growth and position ofi as a preferred private label partner. This role reports to the ANZ Country Head and the Private Label Head, Rest of World. Key Accountabilities Executive Portfolio Governance & Supply Assurance Provide executive oversight of private label demand, capacity, inventory, and service performance across the end-to-end ANZ portfolio. Lead resolution of material supply, quality, customer, and commercial risks, escalating decisions and recovery plans where required. Set service, forecast accuracy, and portfolio governance standards that protect customer trust, continuity of supply, and profitable growth. Private Label Strategy & Executive Customer Leadership Define and lead the ANZ private label strategy, category priorities, channel plans, and three-to-five-year growth roadmap. Own senior commercial relationships with major supermarket and wholesale customers, and build strategic access across Buying, Procurement, R&D, Quality, Supply Chain, Marketing, and executive leadership. Represent the voice of the customer in ANZ leadership decisions and position ofi as a strategic growth, innovation, and supply partner rather than a transactional supplier. Strategic Business Planning, Tenders & Commercialisation Lead joint business planning with priority customers, integrating category insights, consumer trends, sustainability, innovation, and supply capability into differentiated growth plans. Own the governance and commercial quality of major retail tenders, from opportunity qualification and bid strategy through costing, executive approval, negotiation, and award. Direct end-to-end product commercialisation from customer brief and technical development to compliant launch, first production, post-launch review, and scale-up. Contract Negotiation & Risk Management Lead all contract, tender, and pricing negotiations with senior customer stakeholders. Structure forward-volume commitments, indexation, market-reflective pricing, service levels, and risk protections aligned with crop arrivals, processing capacity, and global supply dynamics. Chair cross-functional commercial reviews to ensure legal, regulatory, quality, credit, operational, and reputational risks are understood, approved, and actively managed. Private Label Revenue, Margin & Portfolio Growth Own and exceed the ANZ private label revenue, volume, gross margin, contribution, and working capital plan. Optimise portfolio mix, pricing architecture, customer investment, and product lifecycle decisions to maximise sustainable returns and market position. Commercial & P&L Accountability Hold end-to-end P&L accountability for the ANZ private label portfolio, including annual budget, rolling forecast, pricing, customer profitability, and investment governance. Provide clear commercial recommendations, scenarios, and risk-based decisions to the Country Head and relevant regional or global leadership. Set performance standards and corrective actions for underperforming customers, contracts, products, and pipeline opportunities. Market & Industry Leadership Translate market trends, competitor activity, and customer insights into actionable strategies. Identify new market entry opportunities and emerging customer needs. Customer Relationship Excellence Build and maintain relationships with key stakeholders. Position ofi as a strategic partner, not just a supplier. Drive business reviews, strategic planning sessions, and negotiations. Reporting, Forecasting & Insights Deliver accurate forecasting. Provide strategic insights and performance reporting to leadership. Leverage CRM and analytics to enable data-led decision making. Key Skills Essential for the incumbent to be successful Experience 10+ years of progressive B2B sales, private label, key account, or commercial leadership experience in food, FMCG, ingredients, or a related sector. Demonstrated success leading major supermarket private label relationships and complex tenders in Australia and/or New Zealand, ideally with major retail chains. Proven ownership of substantial revenue and margin targets, portfolio strategy, forecasting, and customer profitability. Extensive leadership experience across complex matrix organisations, including executive customer engagement and cross-functional commercialisation. Skills Exceptional commercial acumen, including P&L management, pricing architecture, tender economics, working capital, and risk-based decision making. High-level negotiation, influence, and relationship leadership across retailers and internal stakeholders. Deep understanding of private label product development, retail tender processes, food specifications, GFSI/HACCP requirements, quality systems, and Australian/New Zealand regulatory expectations. Strong strategic, analytical, and category management capability, with the ability to translate consumer, customer, and market insight into executable growth choices. Highly effective people and matrix leadership, with a track record of building accountability and delivering through multidisciplinary teams. Bachelor's degree in Business, Commerce, Agribusiness, Food Science, or a related discipline. Postgraduate commercial or leadership qualifications are highly regarded. ofi is an equal opportunity employer and values diversity. All qualified applicants will receive consideration for employment without regard to racial or ethnic origin, color, age, religion or belief, sex, nationality, disability, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by applicable law. Applicants are requested to complete all required steps in the application process including providing a resume/CV in order to be considered for open roles.