Territory Sales Leader BC

Position Summary

The Territory Sales Lead (TSL) ensures flawless execution of store‑level sales and promotion plans with customer retailers in the assigned territory. The territory consists of high‑volume food‑chain grocers and mass merchandiser customers. The TSL masters retail execution plans by driving incremental sales, implementing and maintaining best‑in‑class promotional and merchandising strategies, and ensuring 100% distribution on authorized Hershey items across all classes of trade.

• Build and maintain consultative business relationships with customer Key Decision Makers (KDMs) at all levels. Partner with KDMs to develop and execute a detailed action plan to increase and improve sales results within their stores based on sales analytics and best practices. Cultivate a network of influential contacts at all levels of internal and external customers to achieve sales objectives within the assigned territory.
  
  Use strategic relationships with KDMs to influence and negotiate customer assistance in the merchandising of Hershey products.
• Prepare for retail sales calls by obtaining and analyzing relevant store, product, and market data and creating effective selling tools and presentations for KDM delivery during the call. Utilize and complete pre‑call planning methods and other company tools. Review and make recommendations to the Regional Sales Leader to modify routes that maximize business efficiencies for all sales calls within the territory.
• Engage in forward selling utilizing consultative sales techniques of predetermined customer sales plans with store and market KDMs in every retail sales call, using provided data sources, technology, processes, and procedures. Maximize sales and display opportunities by conducting store walk‑throughs and gaining commitment by KDMs on successful outcomes. Tailor selling and merchandising to influence KDMs to order additional products to increase incremental sales and to obtain best‑in‑class quality of merchandising locations of promotional products.
• Complete and submit electronic and/or written 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.
• Achieve all merchandising objectives by executing customer‑specific promotional plans through the effective use of forward selling and maintaining permanent secondary displays and other display vehicles established within the Retail Execution Plan. Insure new items are placed on the shelf and out‑of‑stocks are addressed and corrected in every call.
• Develop and recommend strategies aimed at improving the overall effectiveness of the territory, district, and/or area business activities. As requested, drive advocate partnerships within the assigned category.

• Ability to lift up to 30 lbs on a repetitive basis
• 1–3 years of sales experience with sound knowledge of sales techniques in consumer packaged goods preferred
• Knowledge of, and ability to develop and use strategies, practices, and tools for communicating with retail customers and for managing the day‑to‑day operations of retail stores
• Strong analytical, organizational, and time‑management skills
• Strong oral and written communication skills with excellent interpersonal skills
• Demonstrated ability to work independently within a team environment
• Detail‑oriented with fresh thinking
• Takes initiative in pursuing objectives and ensuring deadlines are met
• Proficient in MS Suite (Word, Excel, PowerPoint) and familiar with iPad technology
• Willingness to be part of a high‑performing team that works hard and has fun

• Bachelor’s Degree in Business or a closely related field

• Exposure to a variety of confectionery products
• Health and Wellness Reimbursement program and other employee benefits
• Corporate social responsibility programs
• Reward and recognition programs
• A vehicle is provided for business purposes (valid driver’s license and clean driving record required)

The anticipated base salary range for this role is $54,160 to $67,700 per year. The actual base salary offered will depend on a variety of job‑related factors, including, but not limited to, experience, skill set, education, and training. In addition to a market‑competitive base salary, our Total Rewards package includes performance‑based incentives and a comprehensive, competitive benefits package designed to support overall physical, mental, and financial well‑being (as applicable).