Hershey's Territory Sales Lead (Cherry Hill, NJ)

The Hershey Company•Philadelphia, PA

5d•$50,000

About The Position

The Territory Sales Lead (TSL) ensures flawless execution of store level sales and promotion plans with customer retailers in assigned territory.  The territory consists of high-volume food chain grocers and mass merchandiser customers.  The TSL masters retail execution plans by driving incremental sales, implementing, and maintaining best-in-class promotional and merchandising strategies, and ensuring 100% distribution on authorized Hershey items across all classes of trade. A successful TSL will be driven, entrepreneurial, influential, and planful. Consultative Business Partnering Customer Relationship Development and Management:  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 the merchandising of Hershey products.

Requirements

GED or HS Diploma
2-year Associate/Community College degree required OR 3 years of previous sales experience.
Must have a valid US state issued driver’s license
Must reside or be willing to commute within territory boundaries
Must be able to drive to make multiple sales calls on a daily basis
Must be able to lift 10-60 lbs. on a regular basis with or without reasonable accommodations
Must be able to bend, kneel, stoop down and demonstrate manual dexterity on a frequent basis with or without reasonable accommodations
Occasionally climb ladders
Occasionally use equipment such as crushing balers, handheld electric trucks
Must be able to use tablet and other wireless technology; some roles will require an intermediate level of computer skills with the Microsoft Office products
Must have daily access to wireless internet
Must have flexibility and adaptability to changes in territory coverage
Occasional weekend work may be required during peak seasons and select territories may require occasional overnight stays.

Nice To Haves

Bachelor's degree strongly preferred.

Responsibilities

Consultative Business Partnering
Customer Relationship Development and Management
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 the merchandising of Hershey products.
Data Analysis
Obtain and analyze relevant store, product, and market data and leverage trends and analytics to build the business.
Utilize and complete pre-call planning methods and other company tools.
Review and make recommendations to modify routes that maximize business efficiencies for all sales calls within territory.
Effectively solve problems by analyzing information, utilizing consumer trends and customer insights to guide decision making and influence others to act.
Sales
Engage in forward selling via consultative sales techniques using provided data sources, technology, processes and procedures.
Maximize sales and display opportunities by conducting store walk-throughs and gaining commitment by KDMs on successful outcomes.
Tailor strategies to influence KDMs to order additional products to increase incremental sales and to obtain best in class quality of merchandising locations.
Merchandising
Achieve all merchandising objectives executing customer specific promotional plans to the sales floor using forward selling.
Partnership at store level is critical for TSL’s to effectively build, maintain and execute product on the sales floor, in addition to merchandising and maintaining permanent secondary displays and other display vehicles
Administrative Responsibilities
Complete and submit reports of daily and weekly activities, expenses, competitive activity, account changes, promotions and all administrative functions within assigned territory using company approved methods and technology