Account Manager, Retail

Date: 27-Nov-2022

Location: Dublin, Ireland

Company: Ornua Co-operative Limited

Ornua is a dairy co-operative which sells dairy products on behalf of its Members, Ireland’s dairy processors and, in turn, Irish dairy farmers.  It is Ireland’s largest exporter of Irish dairy products, exporting to 110 countries worldwide.  Headquartered in Dublin, it has annualised sales of over €2.3 billion and a global team of 2,850 employees.  Ornua operates from 10 business units worldwide, including 16 production facilities, and has sales and marketing teams working in-market across all four corners of the globe.

The Group is structured across two divisions: Ornua Foods and Ornua Ingredients.

Ornua Foods is responsible for the marketing and sales of Ornua’s consumer brands including Kerrygold, Dubliner, Pilgrims Choice, Kerrygold, Avantage, Forto, and BEO.  Markets are served by production facilities and in-market sales and marketing teams in Africa, Asia, Germany, Ireland, the UK, the rest of Europe, the Middle East, and the US.

Ornua Ingredients is responsible for the procurement of Irish and non-Irish dairy products and for the sale of dairy ingredients to food manufacturing and foodservice customers across the world.  Ornua Ingredients is also responsible for managing volatility through de-risking and trading strategies. The business is supported by production facilities in Saudi Arabia, Spain, the UK, the US and by in-market teams in Africa and the Middle East.


Ornua’s Values

At Ornua, our Values guide us as we work together and care for each other to achieve great things. Our five values, and their underlying behaviours, encourage us to Seek and Embrace New Ideas, Make It Happen, Be Our True Selves, Show You Care and Achieve Great Things Together.


Dynamic Working

Ornua have a Dynamic Working policy in place which facilitates flexible hours and hybrid working.


Key Areas of Responsibility:


  • To work alongside the Senior Account Manager to build a strategy and business plan which will engage our customers. To implement and monitor these plans.
  • Deliver budgeted volume and margin on allocated accounts.
  • Generate plans which will support our ambition to gain partnership status on key accounts.
  • Manage the day-to-day relationships with nominated accounts and brands, providing effective communication between relevant Ornua and customer teams.
  • Manage a retailer relationship that includes our brand, ensuring clear and distinct plans are in place for project streams.
  • Facilitate forecasting with planning departments. Responsible for forecasting, interaction with the planning team and for the final process sign off.
  • Promotional planning – agree and implement plans through JBP’s or promotional slots with key accounts. Agree marketing spend as part of an overall plan and take responsibility for agreed activity. Analyse and report effectiveness of promotions.
  • Build and maintain strong and sustainable relationships with key customer contacts.
  • Key Stakeholders: Work as part of the wider Ornua team to provide an integrated service to our customers. This encompasses areas such as Commercial Finance, Brand Marketing, Category Marketing, Technical and Supply Chain.
  • Investigate, make recommendations, and progress any agreed opportunity for the generation of new business.
  • Support the Senior Management Team in the delivery of our wider departmental objectives across all accounts.


Key Requirements:


  • Min 3 years retail commercial FMCG experience
  • Excellent verbal and written communications skills
  • Strong numeracy skills
  • Persuasive approach with training and experience in negotiation skills
  • Experience of working with Irish retailers (top 3 plus discounters and convenience sectors)
  • Dairy / chilled short shelf-life product experience preferred 
  • Educated to degree level





  • INTEGRITY: Experienced
  • WORKING TOGETHER: Experienced
  • COMMUNICATIVE: Experienced
  • CUSTOMER FOCUS: Experienced
















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