Responsible for driving the profitability and growth of U.S. strategic retail accounts.
Lead the development and implementation of customer business plans and market sales strategies to achieve profitable growth, market share goals, and budgeted goals.
Establish a Strategic & Joint Business Planning process to enhance the connectivity and relationships with assigned strategic retail accounts. Plans should seek to establish relationships beyond the buyer and align with cross functional leadership within Morton and the customer.
Manage Team Leads and National Account Managers responsible for this customer base, each responsible for account profitability and growth, through category management, vendor managed inventory (VMI), merchandising, assortment, promotion, shelf sets, new product introductions and pricing.
Collaborate with Marketing and Sales Strategy to identify, and then manage Trade Promotions.
Develop and motivate sales personnel responsible for each strategic customer, including succession planning.
This role will be responsible for leading the collaboration across the Americas for large strategic customers (i.e Walmart Canada, Walmart LatAm)
Focus on developing a robust planning agenda and strategic partnership plan with top strategic retail accounts
Identify customer specific short and long term growth plans
Galvanize cross functional support and participation in strategic customer plan development. Work cross functionally with Americas Consumer/Industrial Marketing, Supply Chain, Procurement, Product Management, and Customer Support to achieve strategies and ensure customer commitments are met or exceeded
Develop joint business planning process and partnership with Strategic Retail Customer Group
Elevate customer relationship and engage key customer leadership team members, where applicable
Achieve the Morton Salt annual revenue, margin, market share, and volume plans for the Strategic Retail Customer Group
Support the annual planning process for the Consumer Segment
Support the IBP process with Supply Chain, ensuring that appropriate forecast input is provided for the group
Manage Director, Walmart Team and National Account Manager to develop and implement strategic customer business plans that will deliver profitable sales growth. Execute and realize Brand initiatives/plans per Customer.
Collaborate with Sr. Director, Consumer Product Sales in ensuring internal and external focus against these strategic customers
Orchestrate and conduct top to top meetings with Strategic customers.
Represent Morton Salt at appropriate industry events/ trade shows. Assess and evaluate current staff and broker organization to ensure proper resource allocation and capabilities.
Lead performance management, personnel development and succession planning for the Strategic Retail Customer Group
Number of Direct and Indirect Reports: 7
Annual Revenue Responsibility: $130 million
Qualifications College Degree Required
8-10 years of experience Strategic Sales