Senior 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.


Role Description


Work as part of the Commercial team responsible for the trading relationship of Kerrygold across all Key Accounts.



Key Areas of Responsibility:


  • Customer Relationships: Build and maintain strong and sustainable day to day relationships that strengthen the position of Kerrygold within your allocated accounts.
  • Target Delivery: Deliver budgeted volume and profit targets in all accounts
  • New Business Development: Investigate, make recommendations, and progress any agreed opportunity for the generation of new business.
  • Deliver Our Business Plan: Understand the business commercial priorities in each retailer, ensuring good communication and strong relationships and optimisation of the synergy between our retailer customers and Brands
  • Sales and Forecasting: Monitor sales performance across accounts, share updates and recommend/implement plans as needed. Responsible for forecasting, interaction with the planning team and for the final process sign off.
  • Brands: Work with the Brand Business Unit team to execute the Brand strategy, including managing pricing and price increases; implementing plans through JBP’s or promotional slots with key accounts; analysing and reporting on the effectiveness of promotions.
  • People Leadership: Provide day to day & career development support to the Business Exec
  • Internal Relationships: Be an advocate of great ways of working between the all functions of the business.
  • Personal Development: Expand network and contacts across the industry and supply base. Support the Business Unit Director in the delivery of the 5-year Strategic Plan.


Key requirements:


  • Min 5 years retail commercial experience
  • Retail/Top 3 experience
  • Excellent verbal and written communications skills
  • Strong numeracy and analytical skills
  • Business development experience
  • Persuasion & negotiation skills and experience
  • Leadership and motivational qualities




  • FMCG experience
  • Brand experience
  • Dairy / chilled short shelf-life product experience
  • Experience in a Manufacturing environment
  • Experience in open book ways of working
  • Experience in commodity pricing



Key competencies:


  • WORKING TOGETHER: Proficient - Encourages co-operation in own team and support cross functional working.
  • COMMUNICATIVE: Proficient - Communicates confidently, adapting style for different situations.
  • OWNERSHIP: Proficient - Clarifies accountabilities, overlaps, and gaps, and helps other remain motivated through difficult times.
  • CUSTOMER FOCUS: Proficient - Pays attention to customer satisfaction levels and builds good relationships. 
















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