Hershey's Territory Sales Lead (Stamford District)

The Hershey Company•New Britain, CT

23h•Onsite

About The Position

The Territory Sales Lead (TSL) ensures effective execution of store-level sales and promotion plans with customer retailers in an assigned territory consisting of high-volume food chain grocers and mass merchandisers. The role drives incremental sales, implements and maintains promotional and merchandising strategies, and ensures full distribution of authorized Hershey products across all classes of trade. A successful candidate is driven, entrepreneurial, influential, and planful. The TSL builds consultative relationships with customer Key Decision Makers (KDMs), collaborates with them on sales action plans, and uses strategic relationships to influence merchandising support. The role analyzes store, product, market, consumer, and customer information to guide decisions, plan calls, optimize routes, and build the business. Through consultative selling, store walk-throughs, and customer commitments, the TSL grows sales and secures effective merchandising locations. The position executes customer-specific promotional plans on the sales floor, maintains permanent secondary displays and other display vehicles, and completes daily and weekly reports and other administrative activities using company-approved methods and technology. The territory is in the Stamford District, in the Morristown, New Jersey area. Occasional weekend work may be required during peak seasons, and some territories may require occasional overnight stays.

Requirements

GED or high school diploma.
An associate or community college degree, or three years of previous sales experience.
Valid U.S. state-issued driver's license.
Must reside or be willing to commute within the territory boundaries.
Ability to drive to multiple sales calls daily.
Ability to lift 10–60 pounds regularly, with or without reasonable accommodation.
Ability to bend, kneel, stoop, and demonstrate manual dexterity frequently, with or without reasonable accommodation.
Ability to climb ladders occasionally.
Ability to occasionally use equipment such as crushing balers and handheld electric trucks.
Ability to use a tablet and other wireless technology; some roles require intermediate Microsoft Office skills.
Daily access to wireless internet.
Flexibility and adaptability to changes in territory coverage.

Nice To Haves

Bachelor's degree is strongly preferred.

Responsibilities

Build and maintain consultative business relationships with customer Key Decision Makers at all levels.
Collaborate with customer decision makers to develop and execute action plans that increase sales; cultivate influential contacts to achieve sales objectives.
Use strategic customer relationships to influence and negotiate merchandising support for Hershey products.
Obtain and analyze store, product, and market data and use trends and analytics to build the business.
Complete pre-call planning and use company tools.
Review and recommend route modifications to maximize the efficiency of sales calls within the territory.
Analyze information, consumer trends, and customer insights to solve problems, guide decisions, and influence action.
Use consultative selling, provided data sources, technology, processes, and procedures to engage in forward selling.
Conduct store walk-throughs, maximize sales and display opportunities, and obtain customer commitments to successful outcomes.
Tailor sales strategies to encourage additional product orders and secure high-quality merchandising locations.
Execute customer-specific promotional plans on the sales floor and build, maintain, and merchandise products, permanent secondary displays, and other display vehicles.
Submit reports on daily and weekly activities, expenses, competitive activity, account changes, promotions, and other administrative functions using approved methods and technology.