Industrial Account Manager - Upper Midwest Region

Account Manager For Industrial B2B Segment

Morton Salt is an iconic company with a strong heritage and a bright future. Since 1848, we have been improving lives and enhancing everyday moments at home, at work and virtually everywhere in between. We help unlock the flavors in food, make roads and sidewalks safer, improve the water in baths, pools, and homes, and keep businesses and industries running. We are a dedicated team who constantly strives to do better together, and we are passionate about building a sustainable future for our company, the communities in which we operate, and the world around us. By joining our team, you will contribute to producing and delivering every form of salt that enhances everyday life.

This position is an Account Manager for the Industrial B2B Segment of Morton Salt. The territory covers the Upper Midwest region of the U.S. The jobholder is responsible for driving profitability and business strategies at regional key accounts. The jobholder works cross functionally and develops relationships to align strategies and sales improvement plans where necessary. The jobholder aims to ensure the organizational development and alignment on customer expectations through appropriate resource allocation and business planning.

Duties and Responsibilities:

• Results Orientation / Driving Profitability
• Achieve the Morton annual revenue, margin, market share, and volume plans for the assigned account base
• Assist in formulation and implementation of long and short-term strategic sales plans for accounts within assigned area
• Qualify and develop potential customer leads as received from various sources (trade shows, email, and Morton website inquiries)
• Increase revenues by cross-selling customers into additional products
• Utilize CRM system to maintain internal data on customers through timely call notes submission and related customer data tracking
• Support production planning via monthly demand forecasts for relevant product categories
• Coordinate with Morton Salt Quality Assurance, Sales Operations, Technical Service, Transportation, Regulatory Affairs, and Legal personnel to prepare documents and meet requests for information from government agencies and customer accounts
• Demonstrate a strong sense of urgency for getting work done
• Possess aptitudes for solving problems and attention to detail
• Operate within assigned expense budget
• Customer Orientation
• Plan for and conduct sales calls for assigned key accounts within territory
• Find & develop new customers, in alignment with sales & marketing goals
• Communicate customer requirements to sales management, marketing, and supply chain
• Quickly and effectively solve customer problems
• Gather, assimilate, analyze, and distribute market insights and observations of competitive activity
• Key Account Management
• Develop sales strategies for assigned customers and potential customers that drive mutual profitability
• Assist in formulation and implementation of long and short-term strategic sales plans for accounts within assigned area
• Negotiate customer agreements and contracts
• Become proficient in technical aspects of selling salt
• Manage Certified Distributors within geography to include training and joint sales calls
• Building Collaborative Relationships
• Participate in industry trade shows & develop industry relationships
• Work in conjunction with Inside Sales on account development, strategic market coordination, and prospecting
• Use market insight, product knowledge, etc. to establish self as a category expert with the customer
• Sell beyond the buyer to relevant customers stakeholders where possible
• Actively participate in the S&OP process