Head of Revenue Growth Management

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.

Here at Ornua, we want to find people that understand and work with Heart, with Thought with Vision and with Drive - Ornua's core values.

The Role

As Head of Revenue Growth Management you will be responsible for partnering with Sales Leadership to develop the strategies and plans necessary to meet the organization’s revenue growth deliverables.  Your main focus will be working with the enterprise’s data sources to harvest insight and influence the pricing and promotional actions needed to drive business results, while adhering to the commercial strategy. This will require both excellent analytical/financial skills and strong collaboration with other functions including Sales, Category and Finance in order to optimize our commercial price strategy, price pack architecture and trade spend, while providing actionable market assessment.

A results-oriented individual who can execute a long-term strategy, you will be data curious, financially rigorous and passionate about improving business performance.  The successful candidate will be a key member and founder of Ornua’s new RGM function, partnering closely with the Global Brands Director on same.

Key Responsibilities:

• Develop processes that enable the organization to better use price as a strategic lever to drive business results across product categories and customer segments.
• Analyse external price, promo and trade trends and internal financials (e.g. pricing, trade spend) to make recommendations that will profitably drive growth across price, trade, and promotions.
• Evaluate list and promotional price structure to optimize price points by item, brand, and channel.
• Create and manage tracking models to help monitor adoption of revenue management pricing and promotional guardrails/procedures.
• Develop, optimize and maintain standard reports and dashboards as well as public performance data for all markets. Reports and dashboards could be focused on category, channel, market, customer, demographic trends or a combination of all.  In essence, be the one version of the truth for commercial data utilization.
• Leverage learnings across markets to provide recommendations to market stakeholders.
• Play a lead role in the development of tools to improve capabilities of price planning and measuring the effectiveness of our spend.
• Partner cross functionally to provide recommendations to subsidiary teams, build revenue management capabilities and to educate the wider organisation.

About You:

• Extensive experience in Revenue Growth Management and Business Analytics in the FMCG sector, to include relevant expertise with trade promotion management systems and syndicated data.
• Minimum of a Bachelor’s Degree in Economics, Econometrics, Statistics, Analytics, Business, or other related field.
• Demonstrated expertise in business analytics and data visualization tools.
• Excellent commercial, financial and analytical acumen, leveraging this capability for breakthrough thinking.
• Excellent interpersonal and influencing skills, with the ability to build strong relationships with key stakeholders such as Sales, Marketing, Finance and Category Management across various markets.
• Successful track record of leading and developing others, with a passion for building organisational capability.

• Flexibility to travel internationally as required.

Ornua Core Competencies:

• Customer Focus: Advocates for the customer, balances customer and business needs, and spots opportunities for growth.
• Forward-Looking: Helps others to accept change, implements change, and looks ahead to anticipate change.
• Curious: Open to asking questions and willing to learn and continuously improve.
• Working Together: Encourages co-operation in own team and supports cross-functional working.