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The Hershey Company

posted 2 months ago

Full-time - Entry Level
Food Manufacturing

About the position

The Territory Sales Lead (TSL) is responsible for executing store-level sales and promotional plans within a designated territory, focusing on high-volume food chain grocers and mass merchandisers. The role involves building strong relationships with key decision-makers, analyzing market data to drive sales, and ensuring effective merchandising of Hershey products. A successful TSL is characterized by a driven, entrepreneurial spirit and the ability to influence and negotiate effectively.

Responsibilities

  • Build and maintain consultative business relationships with customer Key Decision Makers (KDMs) at all levels.
  • Partner and collaborate with KDMs to develop and execute action plans to increase sales.
  • Cultivate a network of influential contacts at all levels of customers to achieve sales objectives.
  • Leverage strategic relationships with KDMs to influence and negotiate customers' assistance in merchandising Hershey products.
  • Obtain and analyze relevant store, product, and market data to leverage trends and analytics for business growth.
  • Utilize pre-call planning methods and other company tools for effective sales calls.
  • Review and recommend modifications to routes that maximize business efficiencies for sales calls.
  • Effectively solve problems by analyzing information and utilizing consumer trends and customer insights.
  • Engage in forward selling using consultative sales techniques and provided data sources.
  • Maximize sales and display opportunities through store walk-throughs and gaining commitments from KDMs.
  • Tailor strategies to influence KDMs to order additional products and ensure quality merchandising.
  • Achieve merchandising objectives by executing customer-specific promotional plans on the sales floor.
  • Complete and submit reports of daily and weekly activities, expenses, and competitive activity.

Requirements

  • Proven experience in sales or a related field, preferably in a retail or consumer goods environment.
  • Strong analytical skills to interpret data and market trends.
  • Excellent communication and interpersonal skills to build relationships with KDMs.
  • Ability to influence and negotiate effectively with customers.
  • Experience in consultative selling techniques and strategic planning.

Nice-to-haves

  • Experience in the food and beverage industry.
  • Familiarity with retail merchandising strategies.
  • Knowledge of market analysis tools and techniques.

Benefits

  • Health care
  • Vision insurance
  • Dental insurance
  • Retirement plan
  • Vacation
  • Sick leave
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