Hershey's Territory Sales Lead (ST Louis District)

The Hershey Company•St. Louis, MO

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 consisting of high-volume food chain grocers and mass merchandiser customers. The TSL drives incremental sales, implements and maintains best-in-class promotional and merchandising strategies, and ensures 100% distribution of authorized Hershey items across all classes of trade. A successful TSL is driven, entrepreneurial, influential, and planful. The role builds consultative business relationships with customer key decision makers (KDMs), collaborates with them on sales action plans, and uses strategic relationships to influence merchandising support. The TSL analyzes store, product, and market data; uses company tools and pre-call planning; reviews routes for efficiency; and applies consumer trends and customer insights to decisions. The TSL also conducts consultative forward selling, store walk-throughs, and merchandising activities, and submits daily and weekly reports and other required administrative information using approved company methods and technology.

Requirements

GED or high school diploma.
A two-year Associate/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 lbs regularly, with or without reasonable accommodation.
Ability to bend, kneel, stoop, and demonstrate manual dexterity frequently, with or without reasonable accommodation.
Ability to occasionally climb ladders.
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.
Partner with customer decision makers to develop and execute action plans that increase sales, and cultivate influential customer contacts to achieve sales objectives.
Use strategic relationships to influence and negotiate customer assistance with merchandising 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 in the territory.
Analyze information, consumer trends, and customer insights to solve problems, guide decisions, and influence others to act.
Engage in forward selling using consultative sales techniques and provided data sources, technology, processes, and procedures.
Conduct store walk-throughs, maximize sales and display opportunities, and gain customer decision makers’ commitment to successful outcomes.
Influence customer decision makers to order additional products and secure high-quality merchandising locations to increase incremental sales.
Execute customer-specific promotional plans on the sales floor, build and maintain product presentation, and maintain permanent secondary displays and other display vehicles.
Complete and submit daily and weekly reports covering activities, expenses, competitive activity, account changes, promotions, and other territory administrative functions using approved company methods and technology.