Account Executive, BJ's Wholesale; Military (DeCA); Giant Eagle

Date: May 17, 2021

Location: Evanston, United States

Company: Ornua Co-operative Limited

Job Description


Job Title:           Account Executive, BJ's Wholesale; Military (DeCA); Giant Eagle

Reports to:       Director of Sales (East), Ornua Foods North America

Location:           North East/Chicago




company background


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.


We want to find people that understand and work With Heart, With Thought, With Vision, and With Drive – Ornua’s core values.


Role Summary:


The Account Executive develops and fosters collaborative relationships with key customers and implements strategic account operating plans to enhance OFNA’s competitiveness and market share.


Key Areas of Responsibility

  • Generate, agree and implement a strategic business plan aligned to overall customer strategic plan.
  • Act as primary selling interface at customers’ headquarters calling on key decision makers.
  • Sell new and expanded distribution of Kerrygold items to assigned accounts.
  • Identify opportunities to grow volume/increase share with assigned chain accounts.
  • Provide Sales leaders with account intelligence and recommendations for effective planning and programming.
  • Develop and implement customer specific marketing and promotional programs for assigned chain accounts.
  • Achieve planned objectives on sales and spending in key customers and conduct post-promotion analysis.
  • Manage day-to-day relationships with nominated accounts and provide effective communication between relevant Ornua teams and customer teams.
  • Champion multi-functional resources to successfully implement brand / category strategies.
  • Improve and enhance customer experience and service.
  • Solve problems independently and proactively. 


Key Tasks:

  • Strategy and Business Plan creation
  • Forecasting
  • Promotional planning
  • Customer and internal relationship management
  • Brand and Trade Marketing management
  • Team support


Key requirements and Ornua competencies

  • A Bachelor’s Degree in Business or Marketing.
  • 4+ years’ account sales experience in the CPG industry.
  • Excellent verbal and written communication skills.
  • Effective influencing, selling, and negotiating/problem solving and presentation skills.
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization.
  • Proven ability to manage multiple projects at a time while paying strict attention to detail.
  • Strong and proven leadership qualities with cross-functional exposure / experience.
  • Must be comfortable working with syndicated data.
  • Track record of being highly customer focused, building and maintaining excellent relationships.
  • Highly organized with the ability to manage multiple projects against deadlines.
  • Proficient in Microsoft Office Suite.
  • Knowledgeable of market and industry trends, competitors, and leading customer strategies.
  • This position may require frequent travel as necessary.


Ornua Competencies

  • Communicative: Applies advanced communication skills, considering the impact on the audience and desired outcomes.
  • Customer Focus: Anticipates customers’ strategic needs and challenges, builds strategic partnerships with customers.
  • Forward Looking: Responds positively to change and looks ahead to anticipate tasks.
  • Ownership: Takes responsibility for and pride in delivering quality and results, is tenacious.

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