National Sales Manager - Specialty Products

Compass Minerals International, Inc   •  

Overland Park, KS

Industry: Agriculture & Natural Resources


8 - 10 years

Posted 37 days ago

Summary: The National Sales, Specialty Products role is responsible for leading/managing the bulk liquid magnesium chloride business and sales team. The National Sales Manager, Specialty Products is a key member of the HWY Salt leadership team and is engaged in every facet of the Specialty Products business from sales, planning, production, transportation, storage & distribution, and customer service. Critical to the success of the position is leadership ability to proactively coach and manage the Specialty Products team to maximize margin.

Sales Accountability: Approximately $35M - $40M in gross sales, including associated margin and EBITDA targets.

Essential Duties and Responsibilities include but are not limited to the following: (Management reserves the right to add or modify the duties and responsibilities at any time.)

Goal Attainment

  • Responsible for achieving sales volumes, pricing, margin, customer profitability objectives

Business Development

  • Expand usage in primary (dust control/deicing) and other industry (wastewater treatment plants, cement plants, oil & gas, animal nutrition) applications
  • Develop and coach Sales Managers to achieve objectives
  • Manage Sales Managers, including recruitment, professional development and performance reviews
  • Manage territory development, expectations and refinement of new business pipeline within
  • Propose development for customers including risk assessment, terms, price, etc.
  • Develops, implements and oversees distributor and direct customer strategy
  • Responsible for the effective and profitable management of customers
  • Support distributors by documenting/providing bid analysis, market trends, sales support elements and market intelligence
  • Conducts and/or participates in quarterly and annual reviews with distributors

Business Management

  • Lead SOIP planning process
  • Manage production timing and improvements through collaboration with plant
  • Manage P&L
  • Manage railcar fleet
  • Manage forward deployed storage with distributors
  • Manage product quality and related communications to the customers
  • Establish communication processes with the plant and sales team to ensure results
  • Effectively builds/fosters relationships with Customer Service, Pricing, Sales Support, Product Management, Manufacturing, Logistics and other functional areas in a way that helps them to achieve business objectives
  • Must be innovative, resourceful, and tenacious, with the ability to work alongside strong personalities while influencing key decision makers


Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience:

Bachelor‘s degreerequired with a preferred emphasis in business management, operations management, supply chain or related fields. 8 - 10 years of experience in Business and/or Supply Chain and a demonstrated career of progressive responsibility and effective personnel management.Prior experience with team leadership, distributor management, bid analysis management, financial analysis and P&L development preferred.