Hershey's Territory Sales Lead (Delaware River)

The Hershey Company•Philadelphia, PA

1d•Onsite

About The Position

The Territory Sales Lead (TSL) ensures flawless execution of store-level sales and promotion plans with customer retailers in an assigned territory of high-volume food chain grocers and mass merchandisers. The role drives incremental sales, implements and maintains promotional and merchandising strategies, and ensures distribution of authorized Hershey items across all classes of trade. Successful candidates are driven, entrepreneurial, influential, and planful. The TSL develops consultative business relationships with customer Key Decision Makers (KDMs), collaborates on sales action plans, and uses strategic relationships to influence merchandising support. The role analyzes store, product, market, consumer, and customer data; performs pre-call planning; and recommends route changes to improve sales-call efficiency. Through consultative selling and store walk-throughs, the TSL seeks commitments that increase sales, improve product placement, and maximize display opportunities. The role also executes customer-specific promotional plans on the sales floor, builds and maintains permanent secondary displays and other display vehicles, and completes reports and other administrative work using company-approved methods and technology. The position is based in the Delaware River territory (Media, Pennsylvania / Wilmington, Delaware).

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 territory boundaries.
Ability to drive to make 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 computer skills with Microsoft Office products.
Daily access to wireless internet.
Flexibility and adaptability to changes in territory coverage.

Nice To Haves

Bachelor's degree strongly preferred.

Responsibilities

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