National Account Manager

Morton Salt Sales Position

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.

Job Summary: The jobholder is responsible for managing all aspects of direct sales, trade spending, business plan development, and P&L for specific assigned strategic accounts. The jobholder also develops and maintains profitable sales volume with assigned accounts.

Duties And Responsibilities

Strategic Planning:

• Customer and territory annual strategic business plans are collaboratively developed and focused against Morton and customer goals.
• Annual budgets are developed at the customer level by product for both volume and revenue.
• Responsible for achieving Morton revenue and profit growth targets with assigned accounts through sales merchandising, promotion effectiveness, shelf set influence, pricing, product assortment, new item sell-in, and deduction management.
• Develop quarterly internal business reviews to align cross functional teams on business trends, growth opportunities, and needed support to achieve goals.
• Proactively work with Morton Supply Chain and Customer Service organization provide customer forecast data to meet customer scorecard service goals.

Business Analytics:

• Possess working knowledge of syndicated and customer consumption data to identify growth opportunities and build fact based selling presentations.
• Systematically analyze Morton and competitive business trends to develop profitable growth plans.
• Responsible for building promotion plans in SAP/TPM and customer systems as required managing trade spend to budget.
• Ensure pro-active execution of deductions management.
• Utilize and be proficient on all key systems (SAP/TPM, Nielsen, Cumulus, Customer Systems etc.)

Customer Influence:

• Builds working relationships with customer buyers and multi levels of influence in the customers organization that support strategic vision of positioning Morton as the salt category experts.
• Actively pursues networking opportunities via share groups, industry and customer events to broaden expertise and customer partnership.
• Manage third party broker retail support team to ensure quality execution of key initiatives that support profitable growth.