Territory Sales Lead

Role Overview

• ensures flawless execution of store level sales and promotion plans with customer retailers in assigned territory
• masters retail execution plans by driving incremental sales
• implementing and maintaining best-in-class promotional and merchandising strategies
• ensuring 100% distribution on authorized Hershey items across all classes of trade
• consultative business partnering
• customer relationship development and management
• building and maintaining consultative business relationships with customer Key Decision Makers (KDMs)
• partnering and collaborating with KDMs to develop and execute action plans to increase sales
• leveraging strategic relationships with KDMs to influence and negotiate customers’ assistance in the merchandising of Hershey products
• obtaining and analyzing relevant store, product, and market data and leveraging trends and analytics to build the business
• utilizing and completing pre-call planning methods and other company tools
• reviewing and making recommendations to modify routes that maximize business efficiencies for all sales calls within territory
• solving problems by analyzing information, utilizing consumer trends and customer insights to guide decision making and influence others to act
• engaging in forward selling via consultative sales techniques using provided data sources, technology, processes and procedures
• maximizing sales and display opportunities by conducting store walk-throughs and gaining commitment by KDMs on successful outcomes
• tailoring strategies to influence KDMs to order additional products to increase incremental sales
• achieving all merchandising objectives executing customer specific promotional plans to the sales floor using forward selling
• partnering at store level to effectively build, maintain and execute product on the sales floor

Requirements

• GED or HS Diploma
• 2-year Associate/Community College degree required OR 3 years of previous sales experience
• Bachelor's degree strongly preferred
• 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.

Benefits

• health care
• vision
• dental
• retirement
• vacation
• sick leave