Commercial Manager - Riyadh (Saudi)

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, Ornua has annualized sales of over €3.5 billion and a global team of 3,000 employees.

Ornua is structured across two divisions: Ornua Foods and Ornua Ingredients. We operate from 10 business units worldwide, including 16 production facilities, and have sales and marketing teams working in-market across the globe in Africa, Asia, Germany, Ireland, the Middle East, Spain, the UK, and the US. You may know us by our brands Kerrygold, Dubliner, Pilgrim’s Choice, Avantage, Forto, and BEO.

Ornua’s Values

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 behaviors, encourage us to Seek and Embrace New Ideas, Make It Happen, Be Our True Selves, Show You Care and Achieve Great Things Together.

Ornua’s Growth

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.

Role Overview

Do you want to make your mark on an exciting category focusing on innovation and expansion where you are responsible for becoming one of the leading and most sought-after functional dairy solutions company in the Foodservice, Bakery & Food Manufacturing space? Then this position is for you. As a Commercial Manager, you will develop and grow the Food Service and Food Manufacturing business profitably and pursue our successful journey to become one of the leading Dairy Application and Functional solutions partners in the ME Food Service industry. You will be reporting to the Head of Foodservice, International and be a member of the Ornua Ingredients International team; Regional HQs in Dubai with a Kerrygold branded retail, Ingredients and Foodservice business spread across the wider MEA region managed via offices in Dubai, South Africa and manufacturing facilities in Nigeria and Saudi Arabia. You will be focused on creating value for our Ornua Saudi business mainly but will also be working in collaboration with Ornua’s wider ingredients businesses.

KEY AREAS OF RESPONSIBILITY:

• Manage & grow sales by developing a business plan that covers sales, revenue, expense controls and payment collections.
• Ownership of accurate monthly sales forecasts to ensure effective raw material and production planning at our Ornua Saudi facility
• Drive an ambitious Bakery channel growth strategy, manage existing and develop new industrial Bakery and manufacturing customers
• Develop and drive a growth plan in the B2B Labneh market focusing on import substitution
• Develop an in-depth knowledge and understanding of Ornua as well as the customer capabilities to aid/drive technical solution selling as opposed to commodity sales.
• Work in partnership with the customers, as well as Ornua’s Commercial, Supply Chain, Insights, NPD & Innovation Teams to develop compelling, customer/consumer-oriented solutions in terms of functional product offering.
• In conjunction with our partners, develop an in-depth understanding of local consumer bakery category strategies, attend key customer 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 with maximum clarity.
• Produce & compile regular management reports and continuously strive to improve the business in the region.
• Be Ornua’s Foods Manufacturing expert in the KSA, supporting the wider team and capable of sharing trends and market insights both internally and externally.
  
  

KEY REQUIREMENTS:

• Master’s degree in marketing or business or similar with 5-7 years of sales experience in the Food Service/QSR/Bakery or Dairy Industry.
• Highly energetic with excellent communication, negotiation, influencing, presentation, and product application demonstration skills.
• Strong commercial acumen with the ability to close opportunities effectively
• Ability to understand the financial P&L, value chain and numerical analysis & reporting. Attention to detail, ownership and accountability are key requirements.
• Ability to build multi-level relationships within a customer organization.
• Collaborative, ability to influence, enthusiastic, resilient with excellent communication skills and professionalism.
• High level of integrity, passion, self-motivation, and analytical skills. Flexible attitude and willingness to travel.
• Based in KSA but working with a cross functional and regional team/customers.
  
  

Value Requirements

• Ornua Core Values: Be closely aligned with the key Ornua Core values and lead by example in relation to same.
• People Management Skills: conflict management, interpersonal skills, motivational skills, training, coaching & mentoring skill.
• Managerial / Supervisory Skills: able to plan, lead, organize and control the NPD function.
• Accuracy: must be able to understand and follow methodology to produce accurate results
• Analytical: must be able to interpret analysis test results and sensory information
• Stress tolerance: able to work under pressure at times, & remain calm, realistic, and composed.
  
  

CLOSING DATE FOR APPLICATIONS - Wednesday 3rd September