at Morton Salt in Overland Park, Kansas, United States
Job Description
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
Responsible for driving profitability of North America Pharma, Chemical, and B2B channels through account development and management, new product introduction, pricing, and program execution. Position will have personal account responsibility for all pharmaceutical accounts. Lead and direct Morton (2) sales representatives for direct sales and growth from Grantsville, Glendale and Long Beach production sites. Provide recommendation on distributor vs. direct sales. Achieve Morton Salt’s profitable growth plan for by customer, and distributor channel. Ensure the organizational development and design of the customer and channel meets/exceeds customer expectations by ensuring appropriate resource allocation, structure, capabilities and broker management.
Duties and Responsibilities
- Achieve the Morton annual revenue, margin, market share and volume plans for Pharma, chemical, and sales region.
- Develop and implement strategic customer business plans to deliver profitable sales growth. Take an active role in the annual operating plan process with the cross functional team.
- Develop a distributor go to market strategy while working closely with the cross functional team. Strategy to include development of a growth program that will result in deeper partnerships in key product channels.
- Work cross functionally with Brand and Marketing Directors to develop and execute customer & channel strategies.
- Lead the preparation of the annual sales budget and quarterly reforecast of target customers and territory annual sales.
- Evaluate industry’s best practices and institutionalize appropriate systems and processes.
- Assess attractive market voids or untapped market potential and develop strategies to realize this potential.
- Orchestrate and conduct Top to Top meetings with key customers.
- Work with other Morton functional areas to achieve goals and ensure customer commitments are met or exceeded for supply chain, invoice accuracy, order management, etc.
- Assess and evaluate current staff /broker organization to ensure proper resource allocation and capabilities.
- Lead performance management, personnel development and succession planning for customer and distributor partners.
- Outline a selling plan for any new products or innovation.
- Prepare and present quarterly/annual line reviews for major accounts.
- Manage total sales expense within budget and established external benchmarks.
- Develop KPI’s to measure the success of the channel and organization structure.
