Industrial Account Manager

Morton Salt•St. Louis, MO

9h•Onsite

About The Position

Morton Salt is an iconic company with a strong heritage, improving lives and enhancing everyday moments since 1848. The company helps unlock flavors in food, makes roads and sidewalks safer, improves water quality, and keeps businesses and industries running. Morton Salt is a dedicated team passionate about building a sustainable future for the company, communities, and the world. By joining, you will contribute to producing and delivering various forms of salt that enhance everyday life. This position is an Account Manager for the Industrial B2B Segment, covering the St. Louis area and surrounding states. The jobholder is responsible for driving profitability and business strategies at regional key accounts, working cross-functionally to develop relationships and align strategies and sales improvement plans. The role aims to ensure organizational development and alignment on customer expectations through appropriate resource allocation and business planning.

Requirements

B.S. degree preferred
A minimum of 3 years of selling experience is required
History of high-performance ratings in current and recent positions
A basic business understanding of how sales and marketing efforts relate to company bottom line profits is necessary
Strong organization, communication, presentation, and time management skills
Must possess a drive to produce results, a strong bias for action, and determination to follow-through on tasks until completion
Critical thinking skills and ability to problem solve with attention to detail
Customer-orientation and client development: strong skill sets for selling and relationship-building
Persuasive negotiations abilities to influence current and potential customers to purchase Gunther Salt products
Good prospecting/cold calls skills
Knowledge of computer programs including Outlook and all Microsoft Office Suite products is necessary
Ability to travel 65%

Nice To Haves

Sales of chemicals, food ingredients, or raw materials to manufacturers is desired
Knowledge of the various products, markets, application technology and customer base is helpful
Previous experience in an environment that utilizes S&OP and P&L management is helpful
SAP experience is helpful

Responsibilities

Achieve annual revenue, margin, market share, and volume plans for the assigned account base
Assist in formulation and implementation of long and short-term strategic sales plans for accounts within assigned area
Coordinate pricing per established guidelines
Qualify and develop potential customer leads as received from various sources (trade shows, email, and website inquiries)
Increase revenues by cross-selling customers into additional products
Utilize CRM system to maintain internal data on customers through timely call notes submission and related customer data tracking
Support production planning via monthly demand forecasts for relevant product categories
Coordinate with Quality Assurance, Sales Operations, Technical Service, Transportation, Regulatory Affairs, and Legal personnel to prepare documents and meet requests for information from government agencies and customer accounts
Manage a high volume of customer requests and orders, especially during the winter season
Demonstrate a strong sense of urgency for getting work done
Possess aptitudes for solving problems and attention to detail
Operate within assigned expense budget
Plan for and conduct sales calls for assigned key accounts within territory
Find & develop new customers, in alignment with sales & marketing goals
Communicate customer requirements to sales management, marketing, and supply chain
Quickly and effectively solve customer problems
Gather, assimilate, analyze, and distribute market insights and observations of competitive activity
Develop sales strategies for assigned customers and potential customers that drive mutual profitability
Negotiate customer agreements and contracts
Become proficient in technical aspects of selling salt and logistics impacting delivery of products
Manage Certified Distributors within geography to include training and joint sales calls
Participate in industry trade shows & develop industry relationships
Work in conjunction with Inside Sales on account development, strategic market coordination, and prospecting
Develop operational and logistics understanding of our service model that differentiates Gunther in this local market
Use market insight, product knowledge, etc. to establish self as a category expert with the customer
Sell beyond the buyer to relevant customers stakeholders where possible
Actively participate in team meetings and share weekly territory activity