Nicole Ralston was drawn to the fast‑paced environment of FMCG and grocery, where the impact of one’s work is immediately visible.
The combination of working with well‑known food brands, partnering with retailers, and being out in trade rather than behind a desk full‑time appealed to her early on. As she gained experience in customer‑facing roles, she realised how much she enjoyed influencing what shoppers see on the shelf and how products perform in-store.
Her first role in the FMCG industry was as a merchandiser and sales support for Arnott’s and Frucor Suntory, which provided her with practical experience in in-store execution, displays, and understanding the factors that drive on-shelf sales.
She also learned the significance of excellent merchandising, strong relationships with store teams, and ensuring consistency and quality across all stores and visits.
Following this, Ralston transitioned to a Merchandise Manager position at DKSH, responsible for the Central and Lower North Island regions, and, at times, the South Island, gaining a broader regional perspective.
Next, she took on a Territory Manager role for Suntory Oceania in the Route channel, overseeing oils, cafes, takeaways, Four Squares, and dairy and convenience stores, which further enhanced not only her commercial and customer management skills but also her sales performance and relationships within a defined territory.
Ralston said this was her chance to truly own and transform a territory by building strong, genuine relationships with her customers, taking the time to understand their businesses and what they needed from a supplier.
Over time, she strengthened and improved those relationships and lifted the area's overall performance, leaving the territory in a much better position than when she first received it.
Currently, as a Territory Sales Manager at Hutchinsons, Ralston manages the grocery and foodservice territory, collaborates with key customers, and represents a portfolio of high‑quality food brands in the market.
She said that each role introduced her to various perspectives from both professionals and customers that challenged her and built her confidence as a Territory Manager.
Ralston felt incredibly lucky to have had strong mentors shaping her FMCG journey, from Riki Dalzell, her manager at Arnott’s, to Holly Fairclough at Frucor Suntory and Suntory Oceania, and from Christine Pycroft and Tim Herrick at DKSH.
Today, she continues to learn from her passionate team at Hutchinsons, who share the same commitment to excellence, integrity, and strong customer partnerships.
“For anyone who might see my career as something to aspire to, my advice would be: focus on relationships first, results second. If you listen well, understand your customers’ businesses, and consistently add value, the numbers tend to follow,” said Ralston.
“I would tell my younger self not to underestimate how long‑term this industry is and how small the New Zealand market can feel. Your reputation travels, so invest early in being reliable, prepared, and respectful to everyone from store staff through to senior buyers. I’d also remind myself that it’s okay not to know everything straight away; ask questions, get out in trade as much as you can, and learn from the people who’ve been doing it for years.”
Looking ahead, Ralston aims to be the best Territory Manager she can be by continuing to learn as much as possible so she can add even more value to her customers and team.
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