Regional Business Development Manager

Date: 08-Oct-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 12 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 Ireland (OII) co-ordinates the procurement of Irish dairy products and is responsible for the sale of these dairy ingredients to food manufacturing and foodservice customers across the world. OII is also responsible for managing volatility through de-risking and trading strategies. The business works alongside and is supported by production facilities in UK, Spain, USA 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:

 

The OII business is in a period of sustained growth and our purchases of Irish dairy ingredients are increasing year on year. In addition to organic growth within our existing global customer base, we require a senior manager with strong commercial and operational acumen to identify, evaluate and develop a focussed strategic plan for development and new growth in identified new geographies.  

 

This new role within OII will be responsible for new business generation specifically within the Asia Pacific and China (APAC) region. The role will lead the APAC Business Development for OII but will also support and represent the product portfolio of our other global Ingredient BU’s and will also lead other priority Ingredients Business Development projects as they arise.

 

KEY AREAS OF RESPONSIBILITY:

  • Develop & Implement a Sales & RTM Strategy for Asia Pacific & China (APAC) 
    • Specific focus on

- Singapore/Japan & Korea (for Cheddar, Milk Powders & Ingredient Butter) 

- China & SEA (for Mozzarella & Milk Powders (Casein, whey, SMP))

    • Review our current Ingredient agents and distributors network in the region & make an early assessment and recommendation of their capability to whether we retain their services
    • Identify a “short list” of B2B customer contacts (focussed, sustainable opportunities) & provide a detailed plan by market on the strategy required to deliver volume and value
    • Lead & participate in trade fairs / customer presentations to promote the Ornua values and Global Ingredients product portfolio
    • Identify bespoke/niche customer opportunities that maybe not be apparent currently
    • Significant “customer relationship building” is required in Years 1 & 2 (Phase 1) & target volumes in this Phase 1 would be c. 8,000mt (5% of current total OII sales)  
    • The remit will also include a strategic review of market opportunities for specialised cheese formulations into Food Service and B2B end-users supplied from our Ornua Ingredients Europe (OIE) facilities (cheese ropes and cheese sauces etc.)   
  • Input into wider OII Customer Development strategy and assist in creating and applying both global account and market development plans to:
    • Apply Customer Segmentation and CRM best-practice strategies to improve customer understanding, improve relationships both internally and externally
    • Focus on creating more value from our increased volumes   
    • Mentor and develop supporting Sales personnel within the Ornua Key Account teams
    • Contribute to our global customer initiatives as we move towards a more commercially connected model for our important customer management   
  • Liaise as appropriate with other Ornua Subsidiaries and Ornua Dublin Divisions, thereby ensuring efficient communication of information and collaboration

 

KEY REQUIREMENTS & COMPETENCIES

  

  • Minimum 15 years senior international commercial experience within FMCG sector
  • Minimum 5 years direct business development experience and strategy execution within APAC region
  • Significant Customer Relationship building skills and capability
  • Ability to think strategically and work effectively within a global context
  • Excellent leadership skills in communication, stakeholder management and influencing skills
  • Strong leadership and mentoring in the area of Customer centricity and value generation
  • Strong track-record in people development and succession planning
  • Demonstrate ability to work across cultures and be effective and influential remotely
  • Proficiency in several languages would be beneficial                                

 

 

Competencies

  • CUSTOMER FOCUS: Anticipates customers’ strategic needs and challenges; builds strategic partnerships with customers.
  • OWNERSHIP: Drives results, profitability, and sustainable growth
  • WORKING TOGETHER: Ensures own team effectiveness; facilitates and leads cross-functional working. 
  • FORWARD LOOKING: Leads others through change and contributes to competitive challenges and functional strategic plans. 

 

 

 


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