National Account Manager

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

Serve as the primary strategic business partner and key account contact, driving mutual profitability through category expertise, collaborative planning, and execution excellence. Responsible for developing and implementing comprehensive business strategies that maximize sales revenue, margin, and market share across all Morton Salt product categories.

Duties and Responsibilities

Customer Orientation

• Thoroughly understand customer strategies, business model, and scorecard requirements to develop mutually beneficial growth strategies.
• Establish Morton Salt as the category expert through deep market insight, product knowledge, and innovative solutions.
• Utilize customer data tools and Morton's internal MIS systems to drive data-informed decision-making and customer insights.
• Quickly and effectively solve customer problems with a keen sense of urgency.
• Gather, assimilate, and analyze market and competitive information to inform strategy and customer solutions.
• Communicate customer requirements and market intelligence to sales management, marketing, customer service, and manufacturing.
• Proactively identify and address potential service or supply issues before they impact the customer.

Results Orientation/Driving Profitability

• Deliver on sales targets and maximize profitability across assigned accounts.
• Drive sales performance of consumer packaged (CP) grocery salt products to exceed national market growth averages.
• Manage company assets to attain competitive advantage while achieving business plan objectives, revenue targets, and margin goals.
• Negotiate pricing, terms, and programs to drive mutual profitability.
• Ensure Morton's compliance with customer scorecard requirements and performance metrics.
• Actively participate in S&OP process and cross-functional project teams.

Building Collaborative Relationships

• Sell beyond the buyer to engage relevant customer stakeholders across merchandising, operations, and leadership.
• Incorporate best practices and innovative negotiating techniques to reach agreements with critical decision-makers.
• Collaborate across Brand, Sales Management, Customer Service, Supply Chain, Production, and Transportation to ensure customer commitments are met.
• Develop and manage marketing proposals and programs in accordance with customer guidelines and requirements.

Key Account Management

• Develop and execute formal annual business plans.
• Develops a formal business plan for assigned accounts.
• Assist in formulation and implementation of long and short-term strategic sales plans for assigned accounts within assigned area.
• Develops clear, challenging but achievable goals for own performance, meetings and projects.

Knowledge Skills and Abilities

• Education – bachelor’s degree required.
• 3+ years of experience in CPG retail, eCommerce or analytics.
• Proficiency with data analysis and experience with data tools a plus (Scintilla, Retail Link, Madrid, IRI/Nielsen, and Excel).
• Experience with analyzing & interpreting customer data.
• Strong financial acumen with ability to data to build business cases and presentations.
• Must possess a drive to produce results, a strong bias for action and determination to follow- through on tasks until completion.
• Knowledge of the various products, markets, application technology and customer base.
• A basic business understanding of how sales and marketing efforts relate to company bottom line profits is necessary.
• Previous experience in an environment that utilizes S&OP and P&L management is helpful.
• Knowledge of computer programs including Outlook and all Microsoft Office Suite products is necessary. SAP experience is helpful.
• Travel 15% - 20%.

At Morton Salt, we work best when we work as a team, when we treat one another with dignity and respect, and value the unique contributions of others. We are committed to equal employment opportunity and prohibit discrimination and harassment based on race, national origin, sex, religion, color, disability, marital status, protected veteran status, sexual orientation, gender identity, gender expression, genetic information, citizenship, or any other characteristic protected by law.