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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