JOB D ESCRIPTION

JOB TITLE: Regional Manager - Food Service \xe2\x80\x93 International
REPORTS TO: Head of Food Service
LOCATION: Dubai
Company Background

Ornua is a dairy co-operative which sells dairy products on behalf of its members, Ireland\xe2\x80\x99s dairy processors and, in turn, Irish dairy farmers. It is Ireland\xe2\x80\x99s largest exporter of Irish dairy products, exporting to 110 countries worldwide. Headquartered in Dublin, Ornua has annualised sales of over \xe2\x82\xac3.5 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\xe2\x80\x99s Choice, Avantage, Forto, and BEO.
Ornua\xe2\x80\x99s 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 behaviours, encourage us to Seek and Embrace New Ideas , Make It Happen , Be Our True Selves , Show You Care and Achieve Great Things Together.
Ornua\xe2\x80\x99s 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 \xe2\x80\x98Path to Prosper\xe2\x80\x99 strategy. We have delivered significant growth in our core business, and we have ambitious plans for continued growth over the next five years.

WHY T HIS R OLE IS VALUABLE

As a Regional Food Service Manager, you will develop the Food Service 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.

KEY AREAS OF RESPONSIBILITY:
Manage Foodservice P&L margin generation & profitability, deliver the financial KPIs: Volume/Revenue Sales, Sales contribution, and cash collection. Drive an ambitious Food Service channel growth strategy, manage the RTM distribution network, grow sales and brand awareness of Palatina brand in the region. Volume & Financial forecasting, Target setting, Performance management and Channel P&L management (Gross Revenue to Sales contribution) Optimize BDA and strengthen the strategic partnerships with distributors and KA\xe2\x80\x99s. Handle tenders and annual supply agreements with Key strategic customers. Work in partnership with the distributor, as well as Ornua\xe2\x80\x99s Commercial, Supply Chain, Insights, New Product Development & Innovation Teams to develop compelling, customer/consumer-oriented solutions in terms of functional product offering. In conjunction with our distribution partners, develop an in-depth understanding of local QSR 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\xe2\x80\x99s Foodservice expert in the region, supporting the wider team and capable of sharing trends and market insights both internally and externally.

KEY REQUIREMENTS: Master\xe2\x80\x99s degree in marketing, business or similar with at least 10 years of sales experience in Food Service industry with minimum 2 years as Manager leading teams. Highly energetic with excellent communication, negotiation, influencing, presentation, and product application demonstration skills. You should have a solid sales strategy experience including planning, target setting, implementation planning and follow up process. Strong track record of Food Service distributors management and negotiations with large Food Service key accounts is one of your strengths. Relying on sound leadership skills, you can set clear direction and motivate others to follow and create results. Highly literate in terms of financial P&L, value chain and numerical analysis & reporting. Attention to detail is a key requirement. Ability to build multi-level relationships within a customer organization. High level of integrity, passion, self-motivation, and analytical skills. Flexible attitude and willingness to travel. Extensive travel will be required across the region. Based in Dubai but working with a cross functional and regional team/customers.

ORNUA COMPETENCIES:
Forward-Looking: Leads others through change and contributes to competitive challenges and functional strategic plans that could deliver positive social impact.

Ownership: Experienced - Empowers performance; ensures quality and delivery; rewards initiative, courage, and success and/or makes decisions about sustainable growth.

Communicative Experienced - Applies advanced communication skills, achieving an honest and constructive impact on the audience to deliver desired outcomes.

Customer Focus: Experienced - Advocates for the customer, balances customer, commercial and business needs, and spots opportunities for growth.
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