Key Account Manager

Date: 23-Apr-2021

Location: Dublin, Ireland

Company: Ornua Co-operative Limited

Ornua is a dairy co-operative which sells dairy products on behalf of its Member Co-ops; 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 2,400 employees. Ornua operates from 10 business units worldwide, including 13 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, 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.


Growth for Good


Ornua is the home of Irish dairy. Our cooperative ethos is at the heart of who we are and how we do business.  Our global success would not be possible without the close collaboration, care, and commitment of our 2,400 strong team.  Ornua cares about building sustainable livelihoods for all our people, who in turn care about driving sustainable profits for our co-op members and the Irish dairy farming families we proudly represent.


Ornua 2025 is our strategic plan that will help realise our vision for growth in the next five years. It outlines what we will do well, what we will do with the profits we generate, and what additional services we will provide to our members. We will be guided by 3 guiding principles; focus, simplicity and adding value to our volume and we will clearly define what market we will play in.


Together, we will grow for good – creating value for our Irish farming families and for our 2,400 strong, committed, and proud global team.


Role Summary


As part of the Ornua Ingredients Ireland Division, the Key Account Manager will be responsible for Ornua sales, planning, procurement, and stock management of Ornua products.


The position of Key Account Manager is a key role with the primary focus on customer account management, new business development and responsible for hitting EBIT, sales volume and closing stock targets.


 Key Areas of Responsibility:    

  • Before entering any arrangements, agreements, or contracts on behalf of Ornua to ensure that Ornua is fully protected and that appropriate consultation has taken place and agreement received from the Commercial Manager.
  • To maintain the highest possible image of Ornua and the Irish Dairy industry.
  • Maintain a thorough and up-to-date knowledge of the industry, marketplace, and relevant legislation.
  • To generate budgets by customers annually and manage the sales effectively to hit EBIT and volume targets.
  • Through interaction with the wider OII team to help manage Ornua product stocks to maximize value for Ornua while controlling stock levels.
  • To manage the sale of Ornua downgrades / offlines to maximize value for the broader Ornua group.
  • To develop a strategic customer network based on compelling commercial rationale (be there, be relevant, be innovative).
  • To build integrated sales relationships with customers including expert to expert visits of other functional areas of Ornua within the customer’s organisation.
  • Manage and strengthen the member interaction with customers especially around NPD to maximize value.
  • To live the Ornua customer-centric vision within the company and externally, capitalising on all opportunities for profitable growth.
  • To actively participate in, and contribute to, an effective team culture.
  • To prioritize (through market knowledge and insights) high value customer / market opportunities that are most likely to lead to sustainable business for our customers and our business.
  • To comply with the provision of effective and efficient supply chain processes which add value through cost effectiveness, while providing a first-class service to our customers and members.
  • To liaise as appropriate with other Ornua Subsidiaries and Ornua Dublin Divisions, thereby ensuring efficient communication of information required for the proper running of the business.

Key Requirements and Competencies:

  • 3+ years sales experience desirable
  • Excellent communication, interpersonal, presentation and negotiation skills.
  • Strong numeracy skills and experience of interpreting management accounts.
  • Flexibility and willingness to travel extensively.
  • FORWARD LOOKING: Leads others through change and contributes to competitive challenges and sales strategy plans.
  • CUSTOMER FOCUS: Anticipates customers’ strategic needs and challenges; builds strategic partnerships with customers.
  • WORKING TOGETHER: Creates and reinforces a co-operative culture within the organisation.

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