VP of Sales

Company Background 

The most important element of our company background is our purpose.  We are a dairy cooperative of cooperatives.  That means that we exist to create value for our cooperatives and the 14,000 Irish family dairy farms they support.  This is central to how we operate, critically important for our employees and what fuels our ambition to win. 

With that, Ornua is Ireland’s largest exporter of Irish dairy, exporting to over 110 countries with annualised sales of over €3.5 billion. 

We are multi-national, operating from 16 subsidiaries worldwide and employing over 2,800 staff. Ornua has teams working in-market across all four corners of the globe from Algiers to Beijing, to Lagos and LA. 

The business is structured across two core divisions: Ornua Foods and Ornua Ingredients. 

Ornua Foods owns the iconic Kerrygold brand, as well as the Pilgrims Choice, Dubliner, Forto and BEO Milk Powder brands. 

Ornua Ingredients supplies superior quality dairy ingredients to leading global food manufacturers from some of the world’s most technically advanced manufacturing and prepacking facilities located in Africa, China, Ireland, Germany, Saudi Arabia, Spain, the UK and the US. 

Ornua Foods Americas is headquartered in Evanston, IL with additional teams located throughout the US.  The consumer foods product portfolio is spread across butter, cheese and powders. 

The Americas division is a powerhouse within Ornua, with an iconic and beloved brand and a highly-engaged, highly inclusive, and high-performing team that, together, have delivered double-digit, profitable growth for the business over the last twenty years.  

At Ornua, our Values lie at the core of everything that we do and how we behave both individually and as a business. 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.  

Role Summary: 

This is a one-in-a-lifetime opportunity to join a purpose-led organization, lead a high-performing team to drive an iconic brand, and make a difference. 

The VP of Sales will have P&L accountability and be responsible for all aspects of the sales strategy and operations for Ornua Foods Americas, which includes Canada and Latin America.  S/he will provide leadership to the sales function and play a critical role as a member of the OFA Executive Team. 

The successful candidate will bring an analytical approach to understanding both the customer and consumer, with the aim of fuelling sustainable, profitable growth by driving competitiveness and business development opportunities. The VP of Sales will build on Ornua Foods Americas (OFA) track-record, strong reputation and core competencies, while challenging the business to deliver higher performance.   

Key Areas of Responsibility: 

• As part of the OFA Executive Team, lead the development of strategic business plans and priorities and financial objectives, guiding Ornua Foods Americas to achieve budgeted financial and business results.     

• Develop and articulate a clear, compelling and aligned consumer-led sales vision and strategy for the business – a strategy that fully harnesses core competencies and competitive advantages.   

• Develop strong and mutually beneficial relationships with senior personnel in key customers, leveraging these to drive business and brand growth. 

• Provide engaging and high-quality leadership to the wider sales team, driving a high-performance culture that cultivates commitment, enthusiasm and dedication from employees.  In conjunction with HR leadership, ensure robust and well-defined development and succession plans are in play for key commercial roles. 

• Oversee the development and implementation of new sales initiatives that maximize the potential of the Kerrygold brand in the North and Latin America marketplace. 

• Drive the implementation of customer segmentation, ensuring resources and time are appropriately allocated to each category of customer. 

• Ensure the concepts of ‘sales mastery’ are adopted and implemented to the Ornua Foods Americas sales team. This includes leading the sales unit to become recognized and trusted leader in strategic/joint business planning, customer relationship management, category strategy, financials and revenue growth management. 

• In partnership with Finance and Marketing, lead Revenue Growth Management Strategy and key initiatives. 

Key requirements and competencies 

• A minimum of 10 years’ experience in a US-based sales leadership role, with experience in multiple channels 

• Clear and demonstrated experience and ability to articulate and communicate a compelling sales vision for the business, develop key initiatives to support and deliver financials, and lead team to execute with excellence. 

• Commercially astute and focused with a strong appreciation for wider business drivers and challenges.  Clear ability to contribute to the successful running of a business as part of a leadership team. 

• Clear and demonstrated experience in sales excellence including strategic joint business planning, developing and selling-in category strategy, and developing and executing revenue growth management strategies. 

• Excellent understanding of the US retail marketplace and associated trends in food and dairy. 

• Excellent people leadership skills and associated track-record, with a clear commitment to developing and building talent.   

• Strong results orientation and decisiveness, with the ability to embrace and drive change to ensure the business meets its objectives. 

• Excellent communication, interpersonal and networking skills, with the ability to build trust and rapport at all levels of the organisation, and externally with customers and key stakeholders. 

• Collaborative: Can work across multiple functions, cultures, personalities, and levels, effectively, driving both for great relationships and performance.  

• Communicative: Applies advanced communication skills, considering the impact on the audience and desired outcomes. 

• Analytical Rigor: As a functional subject matter expert or strategic lead, applies effective professional skill and analysis to decision-making. 

• Forward Looking: Envisions the future, develops compelling plans to capture value, and leads others through change  

• Passionate Business Ownership: Drives results, profitability and sustainable growth. 

Total Rewards at Ornua Foods Americas will include a competitive salary and annual bonus. The following are some of the benefits you can avail of: Healthcare; Pension; Paid Time Off; Maternity Leave; Flexible working; Fitness Reimbursement; Charity Donation; Complimentary Kerrygold products; Free car parking and secure bicycle storage; Free healthy snacks and drinks in the office; Reward & Recognition program; Volunteering opportunities; Long Service Awards.  The benchmarked salary range for this role starts at $215k, and the final offer will DOE. 

Ornua is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Applicants must be authorized to work for any employer in the U.S. 

CLOSING DATE FRIDAY FEBRUARY 14th, 2025.

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