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.

Company Background

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.  Founded in 1961, the Ornua Co-operative has become Ireland’s largest exporter of Irish dairy products, exporting to 110 countries worldwide. Headquartered in Dublin, it has annualized sales of over $4.3 billion and a global team of 2,900 employees. Ornua operates from 10 global business units, including 13 production facilities located worldwide. 

 

The Ornua family 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 Kerrygold, Dubliner, Pilgrims Choice, Forto and BEO. Ornua Ingredients is responsible for the procurement of Irish and non-Irish dairy products and for the sale of ingredients to food manufacturing and foodservice customers around the world.  

Ornua Ingredients North America is the largest of the four global Ornua Ingredients organizations worldwide, with USA-based processing and innovation that services customers across the western hemisphere.  

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. 

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