Hershey's Territory Sales Lead (Waterford CT)

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 consisting 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.

This role is ideal for a driven, entrepreneurial, and influential individual who is planful and consultative.

Responsibilities

• Customer Relationship Development and Management:
  • Build and maintain consultative business relationships with customer Key Decision Makers (KDMs) at all levels.
  • Partner and collaborate with KDMs to develop and execute action plans to increase sales.
  • Cultivate a network of influential contacts at all levels of customers to achieve sales objectives.
  • Leverage strategic relationships with KDMs to influence and negotiate customers’ assistance in the merchandising of Hershey products.
• Data Analysis:
  • Obtain and analyze relevant store, product, and market data to leverage trends and analytics for business growth.
  • Utilize and complete pre-call planning methods and other company tools.
  • Review and recommend route modifications to maximize business efficiencies for all sales calls within the territory.
  • Solve problems by analyzing information, utilizing consumer trends, and customer insights to guide decision-making and influence others.
• Sales:
  • Engage in forward selling via consultative sales techniques using provided data sources, technology, processes, and procedures.
  • Maximize sales and display opportunities by conducting store walk-throughs and gaining commitment from KDMs on successful outcomes.
  • Tailor strategies to influence KDMs to order additional products, increasing incremental sales and achieving best-in-class merchandising locations.
• Merchandising:
  • Achieve all merchandising objectives by executing customer-specific promotional plans on the sales floor using forward selling.
  • Build, maintain, and execute product placement on the sales floor, including merchandising and maintaining permanent secondary displays and other display vehicles.
• Administrative Responsibilities:
  • Complete and submit reports of daily and weekly activities, expenses, competitive activity, account changes, promotions, and all administrative functions within the assigned territory using company-approved methods and technology.

Requirements

• GED or HS Diploma.
• 2-year Associate/Community College degree 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 on a daily basis.
• 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 ability to climb ladders and use equipment such as crushing balers and handheld electric trucks.
• Proficiency in using tablets and other wireless technology; intermediate-level computer skills with Microsoft Office products for some roles.
• Daily access to wireless internet.
• 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.

Pay

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

Benefits

• Health care
• Vision
• Dental
• Retirement
• Vacation
• Sick leave