Business Development Manager

Date: 22-Jan-2023

Location: Hilbert, United States

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 €2.5 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, 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.  This is a hybrid role which will involve regular travel across the US region.  The role may be based out of any of Ornua’s US locations.


Role Summary


The Business Development Manager will have responsibility for existing customer commercial management and new business generation for Irish powder ingredients (casein, caseinate and MPC’s) in North America (USA & Canada). The successful candidate will lead business development in North America for Ornua Ingredients Ireland and our Irish Supplier Members. As Business Development Manager(.) they will also support other global ingredient business units with the strategic purchase of USA powders and cheeses as the opportunities arise.  This is an exciting new role, reporting into the Commercial Director for OII and ongoing strategic discussions with MD OII.


Key Areas of Responsibility:


  • Develop & Implement a Sales & Route to Market Strategy for North America with a specific focus on:
    • Acid casein/caseinate usage within snacking, nutritional’s and beverage categories
      • Identify the relevant brand-owners, primary producers within these categories
      • Identify the co-packers employed to produce these products
    • Rennet casein within processed, imitation and cheese powder categories
      • Identify the relevant brand-owners and primary producers within these categories
  • Formulate a relationship building, business generation plan to grow our business organically in the region (mainly USA & Canada) over the next 5 years.
  • Identify a “short list” of B2B customer contacts (focussed, sustainable opportunities) and produce a detailed customer plan on the strategy required to deliver volume and value  
  • Lead & participate in trade fairs/customer presentations to promote Ornua values and our global ingredient portfolio
  • Review our existing customer network & make an early assessment and recommendation of their capability and whether we continue to supply
  • Manage the commercial and operational business in line with OII and group policies.
  • Input into wider OII customer development strategy:
    • Apply customer segmentation & CRM to improve customer understanding and optimise relationships
    • Focus on extracting more value from our increased volumes
    • Contribute to our global customer initiatives as we move toward a more commercially connected model for important customer management
  • Support other projects and ad hoc requests as required
  • Leverage the existing procurement and trading expertise within OINA to identify and develop trading opportunities for US/Canadian product for sale into our global Ingredients export markets (mainly supporting OII customer base in SEAsia & International BU in MENA).
  • Liaise closely with the Ornua Trading team to provide market intelligence and information from the market to better inform global sales policy decisions.

Key Requirements:


  • Ideally 5 years minimum commercial experience within FMCG sector
  • Excellent customer relationship building skills & capability
  • Ability to think strategically and work effectively within a global environment
  • Excellent leadership, communication, stakeholder management and influencing skills
  • Self-starter with ability to work alone
  • Interested in growing (their) commercial experience in a fast-moving customer-centric growing (western) market











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