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National Account Manager- Hardware in Chicago, IL at Morton Salt

Date Posted: 11/17/2018

Job Snapshot

  • Employee Type:
  • Location:
    Chicago, IL
  • Job Type:
  • Experience:
    5 to 10 years
  • Date Posted:

Job Description

The NAM will serve as the primary contact for national and regional retail chains and cooperatives that sell home improvement, hardware, and agricultural goods. Responsibilities include developing key retailers while utilizing a fact-based business planning approach to understand their strengths and objectives to identify growth opportunities. Work cross-functionally and manage merchant relationships to drive profitability and business strategies in the water softening salt, ice melt and pool salt categories by implementing merchandising, promotion, assortment, innovation, and pricing strategies.

Lead the organizational development and alignment on customer expectations by directing appropriate resource allocation, business planning and in-store retail broker management. Achieve Morton Salt’s profitable growth plan for customer base.

•         Achieve the Morton annual revenue, margin, market share, and volume plans for
customer base.  Prepare monthly demand plan forecast for all product categories.
•         Drive business initiatives internally with Brand Marketing, Customer Supply Chain, Production, Distribution, and other functions to ensure retailer scorecard metrics are achieved. Work with Morton’s Supply Chain to deliver fill rate, on time shipments, ASN capabilities, and demand planning requirements.
•         Lead the development and implementation of customer sales strategies to drive long-term profitable sales growth through annual business planning. Lead the line review process internally and externally, including presentation development and analytics, for all product categories.
•         Build relationships and partnerships with key customer contacts throughout all levels of the organization.
•         Systematically analyze Morton and competitive business trends to develop profitable growth platforms with regional distribution and pricing, merchandising effectiveness, assortment/planogram improvements, and competitive tracking and reporting activity.
•         Orchestrate and conduct annual top to top meetings with key retailers.
•         Conduct monthly internal meetings to oversee deductions and chargebacks to ensure maximum profitability. Proactively identify opportunities to reduce program fees and fines.
•         Prospect new business in the channel to deliver on sales targets.
•         Manage assigned brokers to maximize selling and merchandising initiatives. Develop and maintain broker scorecard to track key initiatives and oversee contracts. Coordinate quarterly meetings to discuss business opportunities and strategies.
•         Represent Morton Salt at customer trade shows.

•         Minimum of Bachelor’s degree in business required. MBA desired
•         Preferred 3-5 years’ experience in Hardware and/or Home Improvement channel
•         Minimum 5-10 years’ Consumer Products sales experience
•         Strong track record of sales goal attainment
•         Outstanding organization, analytical, communication, interpersonal, presentation, and management skills
•         Critical thinking skills and a “bias for action”
•         Strong quantitative skill set
•         Knowledge of SAP, C4C and key customer POS proprietary systems a plus
•         Strong network capabilities (relationship building)
•         Ability to stay focused in a fast paced, ever-changing working environment
•         Travel 50%+
This position can be worked from a home office location anywhere in the Midwest.



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