Business Development Manager
2 weeks ago
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 our flagship brand Kerrygold, the natural dairy brand loved globally leveraging our Irish World class sustainable farming practices. The brand portfolio also includes Pilgrims Choice, the no.2 brand in the UK and our powder brands 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.
Our Division
The team in the Middle East are responsible for the sales and marketing of Ornua products (Retail and Foodservice) under the Kerrygold and Palatina brands in countries in the Gulf Cooperation Council (UAE, Qatar, Kuwait, Bahrain, Oman, Kingdom of Saudi Arabia), Levant (Lebanon and Jordan), Iraq and Turkey.
Our Regional Head office is in Dubai, UAE and distributes dairy products under the Kerrygold brand for Retail and the Palatina brand for Foodservice. It serves well-established routes to market through its large network of distribution partners. It services our two Business Units: Ingredients which covers B2B Ingredients and Foodservice, and Foods which covers Kerrygold.
Key Responsibilities
Drive the development of Ornua Retail and Foodservice business in the Kingdom of Saudi Arabia, working closely with our nominated distribution partners.
Develop & execute effective growth strategies to deliver our ambitious Volume & EBITA targets and gain sustainable competitive advantage for Kerrygold and Palatina.
Work in partnership with local distributors, as well as Ornua’s Marketing, Consumer Insights, NPD & Innovation Teams to develop compelling, consumer-oriented solutions in terms of product offering, pricing, and promotional initiatives.
In conjunction with our distribution partners, develop an in-depth understanding of local retailer strategies, attend key retailer meetings and pro-actively influence the development of our business with these customers.
Continuously analyse and report on local market data in order to maximise business performance, identify meaningful growth opportunities, and proactively drive strategies to maximise these.
Play an active role in optimising commercial and operational processes in conjunction with customers and relevant Ornua Teams. Drive continuous improvement in delivering first class customer service.
Develop annual commercial budgets in line with the business needs and area objectives. Continuously monitor actual business performance versus agreed regional KPIs. Update periodic forecasts as required.
Produce & compile regular management reports and continuously strive to improve the business in the region.
Key Requirements
Fluent in English and Arabic is essential.
Minimum 5 years’ experience in FMCG Key Account Management and/or Foodservice with national retailers in KSA.
Experience in managing distributor relationships would be a distinct advantage.
Highly energetic with excellent communication, negotiation, influencing and presentation skills.
Strong track record in business development, prospecting and closing sales at senior level.
High level of integrity, passion, self-motivation and analytical skills. Flexible attitude and willingness to travel. Extensive travel will be required across KSA, with quarterly visits to Dubai at a minimum.
Highly literate in terms of financial P&L, value chain and numerical analysis & reporting. Attention to detail is a key requirement.
Business Degree or related Bachelors degree is an advantage
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