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.
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