Hershey's Territory Sales Lead (Nashville District)

The Hershey Company•Nashville, TN

5d•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 100% distribution of authorized Hershey items across all classes of trade. A successful TSL 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 data, consumer trends, and customer insights to guide decisions and influence outcomes. The role includes forward selling, store walk-throughs, securing customer commitments, and executing customer-specific promotional plans on the sales floor. The TSL also maintains permanent secondary displays and completes required administrative reporting using company-approved methods and technology.

Requirements

GED or high school diploma.
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 and 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 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.
Collaborate with KDMs to develop and execute action plans that increase sales, and cultivate influential customer contacts to achieve sales objectives.
Use strategic relationships with KDMs to influence and negotiate customer support for merchandising Hershey products.
Obtain and analyze store, product, and market data; use trends and analytics to build the business.
Complete pre-call planning and use other company tools.
Review routes and recommend changes to maximize business efficiency for sales calls throughout the territory.
Analyze information, consumer trends, and customer insights to solve problems, guide decisions, and influence action.
Use consultative sales techniques and provided data sources, technology, processes, and procedures to engage in forward selling.
Conduct store walk-throughs and secure KDM commitments to maximize sales and display opportunities.
Influence KDMs to order additional products and secure high-quality merchandising locations.
Execute customer-specific promotional plans on the sales floor and achieve merchandising objectives through forward selling.
Build, maintain, and execute product placements on the sales floor, including permanent secondary displays and other display vehicles.
Submit daily and weekly reports covering activities, expenses, competitive activity, account changes, promotions, and other administrative functions using company-approved methods and technology.