Industrial Account Representative

JOB TITLE: Industrial Account Representative 

REPORTS TO: Sr. Director of Sales, Ornua Ingredients North America  

LOCATION: REMOTE - Must be located within close proximity to a major airport. Travel a minimum of 2 weeks per month required; with flexibility to travel occasionally on short notice.

At Ornua, our co-operative ethos lies at the heart of how we do business. We care passionately about driving sustainable, profitable growth, underpinned by our ambitious ‘Path to Prosper’ strategy. We have delivered significant growth in our core business, and we have ambitious plans for continued growth over the next five years. 

WHY THIS ROLE IS VALUABLE 

The Industrial Account Representative will play a pivotal role in developing, executing, and sustaining the commercial growth strategy for the Ornua Ingredients North America business. In this role, you will be responsible for profitably expanding our presence across key manufacturing categories and advancing our journey toward becoming a leading partner in functional cheese solutions. 

You will report directly to the Sr Director of Sales, for Ornua Ingredients North America, headquartered in Hilbert, WI, with manufacturing facilities located in Hillsboro, Hilbert, and Whitehall, WI, as well as Byron, MN. 

Adopting a solutions-focused selling approach, you will collaborate closely with cross-functional teams including Research & Development (R&D), Operations, Supply Chain, Finance, and Food Safety & Quality. This integrated approach ensures we deliver tailored, high-performance solutions that meet the evolving needs of our manufacturing partners. 

The greatest strength of Ornua Ingredients lies in our people. Their commitment to customer success is matched only by their passion for our products and our ability to deliver innovative solutions with exceptional flavor, functionality, value, and quality. This spirit of innovation, knowledge sharing, and service excellence is woven into every aspect of our organization—from how we engage with customers to our reliability and responsiveness. 

KEY AREAS OF RESPONSIBILITY:

Strategic Prospecting & Business Development 

• Proactively identify, engage, and convert high-potential prospects into long-term strategic customers, focusing on those aligned with Ornua’s growth objectives and volume/value thresholds.
• Build and nurture a robust pipeline through targeted outreach, industry networking, and leveraging market intelligence.
• Represent Ornua at industry events, trade shows, and customer meetings to expand visibility, generate leads, and foster new relationships.
• Develop tailored engagement plans for prospects, guiding them through the sales cycle with a consultative, solution-oriented approach. 

Customer-Centric Solution Development 

• Partner with customers and internal teams (R&D, Commercial, Supply Chain, Operations) to co-create tailored cheese solutions that drive incremental growth.
• Translate customer needs into actionable project briefs and facilitate structured kick-off meetings with R&D to ensure alignment and execution. 

Sales Execution & Operational Excellence 

• Ensure timely delivery of samples, product specifications, and critical resources to maintain high responsiveness and service standards.
• Collaborate on pricing strategies that align with Ornua benchmarks and support account objectives. 

Market Intelligence & Value Creation 

• Analyze market data to identify growth opportunities and develop differentiated, value-added strategies.
• Provide actionable insights to enhance the sales environment and elevate the customer experience.
• Champion Ornua’s go-to-market pillars of speed, quality, and innovation to strengthen customer engagement and market competitiveness. 

Leadership Engagement & Brand Stewardship 

• Coordinate executive-level engagements between Ornua leadership and strategic accounts to deepen relationships and advance account strategy.
• Represent Ornua’s brand and values with professionalism and integrity in all customer interactions. 

KEY REQUIREMENTS: 

• Bachelor’s degree in business, science or related field
• Minimum of 1-3 years’ successful technical sales experience, preferably within dairy or food ingredients; knowledge of pasteurized process cheese or willingness to learn is essential.
• Highly energetic and collaborative professional with excellent communication, negotiation, influencing, presentation, and product application demonstration skills.
• Proven ability to prospect, develop new business, and manage complex customer relationships with strong commercial acumen.
• Skilled in project management, cross-functional collaboration, and problem-solving with a high level of analytical ability and attention to detail.
• Attention to detail, ownership and accountability are key requirements
• Collaborative, ability to influence, enthusiastic, resilient with excellent communication skills and professionalism.
• Demonstrates integrity, ownership, accountability, professionalism, and resilience; passionate and self-motivated.
• Remote position; must be located within close proximity to a major airport. Travel a minimum of 2 weeks per month required; with flexibility to travel occasionally on short notice.
• Ability to work effectively with internal cross-functional teams and customer portfolios at regional, national, and potentially global levels. 

ORNUA COMPETENCIES: 

• Customer Focus – Experienced 
• Working Together – Experienced  
• Ownership – Experienced  
• Communications - Experienced  

Ornua Ingredients North America is an equal opportunity employer.  All qualified applicants will be provided with equal employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, disability status, or genetic information.