National Account Manager - Grocery Retail Sales
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 in the Grocery - Retail Channel. The jobholder also develops and maintains profitable sales volume with those 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 customer's 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.
Knowledge, Skills and Abilities
- Bachelor's degree in business or related field.
- Desired location - Central United States.
- 8-10 years minimum CPG industry experience.
- Ability to develop strategic customer plans that achieve sales goals for customer and manufacturer.
- Proven track record of developing fact-based selling presentations to accomplish strategic business plan objectives.
- Ability to develop rapport with key decision makers internally and externally to achieve goals.
- Excellent leadership, selling, presentation, communication, organizational, account management, and computer skills.
- Strong strategic and creative thinking skills.
- Relationship management, influencing and team-work skills.
- 25% to 40% travel.
Preference for candidates residing in Illinois or Minnesota; candidates in Wisconsin, Indiana, Iowa, or Michigan will also be considered. #LI-JC1