National Account Manager

Morton Salt•Bentonville, AR

About The Position

Morton Salt is seeking a National Account Manager to serve as a primary strategic business partner and key account contact. The role drives mutual profitability through category expertise, collaborative planning, and strong execution, developing and implementing business strategies to maximize sales revenue, margin, and market share across Morton Salt product categories. The position manages assigned accounts by understanding customer strategies, business models, and scorecard requirements; applying customer and market data; delivering sales and profitability targets; negotiating pricing and programs; and coordinating with internal teams to meet customer commitments. It also develops formal annual business plans, supports long- and short-term sales planning, and builds customer relationships across merchandising, operations, and leadership. Travel is 15%–20%.

Requirements

Bachelor’s degree required.
At least 3 years of experience in CPG retail, eCommerce, or analytics.
Experience analyzing and interpreting customer data.
Strong financial acumen and ability to use data to build business cases and presentations.
Drive to produce results, bias for action, and determination to follow tasks through to completion.
Knowledge of products, markets, application technology, and the customer base.
Basic understanding of how sales and marketing efforts relate to company profits.
Proficiency with Outlook and Microsoft Office Suite products.
Ability to travel 15%–20%.

Nice To Haves

Proficiency with data analysis and experience using data tools such as Scintilla, Retail Link, Madrid, IRI/Nielsen, and Excel.
Previous experience in an environment using S&OP and P&L management.
SAP experience.

Responsibilities

Understand customer strategies, business models, and scorecard requirements to develop mutually beneficial growth strategies.
Establish Morton Salt as a category expert through market insight, product knowledge, and innovative solutions.
Use customer data tools and internal MIS systems to support data-informed decisions and customer insights.
Resolve customer problems promptly and proactively address potential service or supply issues.
Gather and analyze market and competitive information to inform strategy and customer solutions.
Communicate customer requirements and market intelligence to sales management, marketing, customer service, and manufacturing.
Deliver sales targets and maximize profitability across assigned accounts, including driving consumer packaged grocery salt sales above national market growth averages.
Manage company assets to achieve business plan objectives, revenue targets, and margin goals.
Negotiate pricing, terms, and programs to support mutual profitability.
Ensure compliance with customer scorecard requirements and performance metrics.
Participate in the S&OP process and cross-functional project teams.
Engage customer stakeholders beyond the buyer, including merchandising, operations, and leadership.
Use best practices and innovative negotiating techniques to reach agreements with decision-makers.
Collaborate with Brand, Sales Management, Customer Service, Supply Chain, Production, and Transportation to meet customer commitments.
Develop and manage marketing proposals and programs in accordance with customer guidelines and requirements.
Develop and execute formal annual business plans for assigned accounts.
Assist in creating and implementing long- and short-term strategic sales plans for assigned accounts within the assigned area.
Set clear, challenging, achievable goals for personal performance, meetings, and projects.