Hershey's Territory Sales Lead (Madison WI)

The Hershey Company’s culture is rooted in purpose and inspired by Milton Hershey’s enduring vision that business should create opportunity for others. Through corporate philanthropy, we create positive impact by supporting communities, helping children thrive, and operating as a business for good, including a deep partnership with Milton Hershey School.

About the role

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-merchandiser customers. The TSL drives incremental sales, implements best-in-class promotional and merchandising strategies, and ensures 100% distribution on authorized Hershey items across all classes of trade.

Responsibilities

• Consultative Business Partnering
  • Build and maintain consultative relationships with customer Key Decision Makers (KDMs) at all levels.
  • Partner with KDMs to develop and execute action plans that increase sales.
  • Cultivate a network of influential contacts to achieve sales objectives.
  • Leverage relationships to influence and negotiate customer assistance in merchandising Hershey products.
• Data Analysis
  • Obtain and analyze store, product, and market data; leverage trends and analytics to build the business.
  • Utilize pre-call planning methods and company tools.
  • Review and recommend route modifications to maximize business efficiencies.
  • Solve problems using consumer trends and customer insights to guide decision-making.
• Sales
  • Engage in forward selling via consultative techniques using provided data sources and technology.
  • Maximize sales and display opportunities through store walk-throughs and KDM commitments.
  • Tailor strategies to influence KDMs to order additional products and secure best-in-class merchandising locations.
• Merchandising
  • Achieve all merchandising objectives by executing customer-specific promotional plans on the sales floor.
  • Build, maintain, and execute product placement, including permanent secondary displays.
• Administrative Responsibilities
  • Complete and submit reports of daily/weekly activities, expenses, competitive activity, account changes, and promotions using company-approved methods and technology.

Requirements

• GED or HS Diploma; 2-year Associate/Community College degree required or 3 years of previous sales experience. Bachelor’s degree strongly preferred.
• Valid US 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 accommodations.
• Ability to bend, kneel, stoop, and demonstrate manual dexterity frequently, with or without reasonable accommodations.
• Occasional ladder climbing and use of equipment such as crushing balers and handheld electric trucks.
• Proficiency with tablets and wireless technology; intermediate-level computer skills with Microsoft Office products.
• Daily access to wireless internet.
• Flexibility and adaptability to changes in territory coverage.
• Occasional weekend work during peak seasons; select territories may require occasional overnight stays.

Pay

Starting base salary of $54,000. Additional compensation may include overtime and incentives.

Benefits

• Health care, vision, and dental coverage.
• Retirement plan.
• Vacation and sick leave.