Director, Retail Channel Sales

Morton Salt is an iconic company with a strong heritage and a bright future. Since 1848, we have been improving lives and enhancing everyday moments—at home, at work, and virtually everywhere in between. We help unlock the flavors in food, make roads and sidewalks safer, improve the water in baths, pools, and homes, and keep businesses and industries running. We are a dedicated team that constantly strives to do better together, and we are passionate about building a sustainable future for our company, the communities in which we operate, and the world around us. By joining our team, you will contribute to producing and delivering every form of salt that enhances everyday life.

Job Summary

Responsible for leading a sales team to achieve volume, net sales, and profitability of assigned channels of business. Drive the execution of merchandising, promotion, shelf/distribution standards, new product introductions, and pricing. Lead the development of channel strategies with all relevant cross-functions. Meet/exceed customer expectations through appropriate team development, resource allocation and structure, and capabilities (internal and external). Ensure the professional development of team members.

Duties and Responsibilities

• Achieve the Morton annual revenue, margin, and volume plans for all assigned channels.
• Develop and implement strategic customer business plans to deliver profitable sales growth. Take an active role in the annual operating plan process.
• Work cross-functionally with Brand and Customer Marketing Directors to develop and execute customer & channel strategies.
• Evaluate industry best practices and institutionalize appropriate systems and processes.
• Identify and assess market voids or untapped market potential and develop strategies to capitalize on opportunities.
• Work with other Morton functional areas to achieve goals and ensure customer commitments are met or exceeded.
• 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 team.
• Direct and manage the sales teams to meet or exceed profitability objectives and customer satisfaction.
• Manage total sales expense for the national hardware channel within budget and established external benchmarks.
• Lead the preparation of the annual sales budget.
• Maintain customer relationships and knowledge of their business models.
• Develop and implement a strategic plan for all major accounts and the overall channels, ensuring they align with Morton's internal objectives.
• Manage and set priorities for direct reports.
• Take primary role with coaching and developing direct reports.

Knowledge, Skills and Abilities

• Bachelor’s degree in business is required at a minimum.
• 15 years of sales experience and 10 years of management experience leading a Consumer Products team.
• History of high-performance ratings in current and recent positions.
• Outstanding organization, communication, presentation, and management skills.
• Proven leadership in a sales management role.
• Critical thinking skills and a “bias for action.”
• Utilizes and analyzes syndicated data to make informed decisions.
• Ability to coach and develop a team of professionals, including providing direction and feedback for personnel development.
• Multiple-channel business experience preferred.
• Consumer Products sales experience.
• Ability to travel 30% - 50%

At Morton Salt, we work best when we work as a team, when we treat one another with dignity and respect, and value the unique contributions of others. We are committed to equal employment opportunity and prohibit discrimination and harassment based on race, national origin, sex, religion, color, disability, marital status, protected veteran status, sexual orientation, gender identity, gender expression, genetic information, citizenship, or any other characteristic protected by law.