Director Field Sales Transformation and Strategy
About The Position
Reporting to the VP Retail Sales, the Director, Field Sales Transformation and Strategy, is accountable for owning and scaling next generation digital capabilities that unlock the full potential of Hershey’s retail sales force. This role sets the vision, strategy, roadmap, and outcomes for Retail Sales Coach capabilities, including precall intelligence and prescriptive, store level recommendations as well as automation. As a business product owner, this leader defines requirements, partners closely with development teams, and makes critical decisions on functionality, user experience, and technical implementation to maximize value. This role is central to shaping the future of Hershey’s retail sales capabilities, as our Value Based Routing- Next Gen Sales BPO will report to this role, ensuring solutions deliver measurable business impact at scale – driving more efficient, effective retail execution that generates incremental value across Hershey’s portfolio.
Requirements
- Proven experience leading enterprise digital or business transformation
- Strong product leadership background in scaled agile environments
- Demonstrated success owning business outcomes, not just product delivery
- Ability to operate credibly with senior executives and external partners
- Strong knowledge of CPG commercial operations and field sales preferred
- Bachelor's degree in Business Administration or similar field.
- 10+ Director retail preferred, product ownership, project management, technical, agile, third-party support, people leadership, cross functional leadership and/or management consulting experience.
Nice To Haves
- MBA desired
Responsibilities
- Owns enterprise product vision for Retail Sales Coach and the multiyear roadmap for rep–facing decision support and execution enablement capabilities
- Accountable for value realization, including incremental sales lift and business outcomes tied to approved investment cases
- Leads transformation from pilot → scale → sustain, ensuring adoption and behavior change
- Leadership of the Value Based Routing BPO and workstream to deliver holsitic Next Gen Retail value, ensuring alignment and integration of both Value Based Routing and Retail Sales Coach transformational workstreams
- Collaboration and alignment with Retail Development Sr Manager and Product Owner for THRIVE 1.0 to ensure seamless integration and value to end users
- Owns and prioritizes a portfolio of Retail Sales Coach products and capabilities, balancing tradeoffs across platforms, teams, and value streams
- Makes prioritization decisions based on business value, ROI, risk, and enterprise strategy
- Partners with Commercial, Finance and Strategy to track benefits realization and course correct as needed
- Acts as primary senior business partner to VP+ Commercial, Retail, and Digital leaders
- Holds final product decision rights when priorities conflict across Retail, IT, and Commercial
- Represents the voice of the business in enterprise technology and capability decisions
- Establishes product management standards, ways of working, and best practices
- Coaches and mentors Product Owners and cross functional teams
- Partners with Agile leaders to ensure delivery aligns to strategic outcomes—not just velocity
- Shapes vendor and partner roadmaps through enterprise influence and scale
- Leads build vs. buy vs. partner decisions
- Represents Hershey externally as a product and transformation leader
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What This Job Offers
Job Type
Full-time
Career Level
Director
