Account Executive: Wholesale & Distributors

Date: Nov 23, 2021

Location: Evanston, United States

Company: Ornua Co-operative Limited

Job Title:        Account Executive: Wholesale & Distributors
Reports to:     Sales Manager: Wholesale & Distribution
Location:        Ornua Foods North America, Evanston, IL, USA




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. 

We are the number two butter brand in the US and number one in the specialty cheese market. Ornua Foods North America’s head office is based in Evanston, Illinois. 


The Account Executive: Wholesale and Distributor Team is responsible developing and fostering collaborative relationships with wholesalers, distributors, brokers, and the key retailers they service. This role will be partnering and developing the business with Kehe, United Foods Natural, Tony’s, and DPI Specialty Foods.


•    Strategy and Business Plan creation among Wholesalers, Distributors, Brokers, and Retailers.
•    Generate, agree, and implement a strategic business plan aligned to overall wholesale and distributor strategic plan.
•    Act as primary selling interface at wholesale, distributor, broker, and headquarters calling on key decision makers.
•    Sell new and expanded distribution of Kerrygold items to assigned wholesale and distributor accounts.
•    Identify opportunities to grow volume/increase share with assigned wholesale or distributors.
•    Provide brokers with account intelligence and recommendations for effective planning and programming.
•    Achieve planned objectives on sales and spending in key customers and conduct post-promotion analysis. 
•    Manage day-to-day relationships with wholesaler, distributor, and brokers and provide effective communication between relevant Ornua teams and customer teams.
•    Prepare the presentation format for customer meetings as required
•    Solve problems independently and proactively. 
•    Following up with wholesaler or distributors about their order status 
•    Providing troubleshooting assistance on orders with support from supply chain
•    Complete and communicate new item setup with the wholesaler or distributor
•    Support the Deductions Analyst in obtaining relevant backup for deductions and assist with disputing deductions when necessary

•    Possess a degree in Business or Marketing
•    Knowledge of how wholesaler and distributor operations (knowledge of KeHE in particular is a plus)
•    A minimum of 2-3 years of previous sales or analytical experience
•    Experience using a CRM system (e.g. Salesforce) would be preferable
•    Advanced in Microsoft Office suite
•    Proven ability to manage multiple projects at a time while paying strict attention to detail
•    Possess strong presentation skills
•    Strong organizational and planning skills, detail oriented, resilient, ability to multi-task
•    Excellent communication and interpersonal skills
•    Must present and communicate in a professional manner
•    Ability to work independently and contribute to a team environment 


•    Communicative: Communicates confidently, adapting style for different situations
•    Rigor: To ensure excellence in own work, applies effective professional skill, analysis and decision making, and planning and reviewing
•    Working Together: Is supportive, co-operative and inclusive
•    Ownership: Takes responsibility for and pride in delivering high quality and results, is tenacious


•    160 hours (20 days) of PTO starting
•    Heavily subsidized benefits effective from day 1
•    Dynamic/flexible working options
•    Annual fitness reimbursement
•    Family friendly paid leave policies

Job Segment: Supply, Account Executive, Supply Chain, CRM, Operations, Sales, Technology