About this role
Job title: Territory Sales Lead
About the Role
The Territory Sales Lead (TSL) ensures flawless execution of store level sales and promotion plans with customer retailers in 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. A successful TSL will be driven, entrepreneurial, influential, and planful.
What You'll Do
-
Consultative Business Partnering: Build and maintain consultative business relationships with customer 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 and leverage trends and analytics to build the business. Utilize and complete pre-call planning methods and other company tools. Review and make recommendations to modify routes that maximize business efficiencies for all sales calls within territory. Effectively solve problems by analyzing information, utilizing consumer trends and customer insights to guide decision making and influence others to act.
-
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 by KDMs on successful outcomes. Tailor strategies to influence store outcomes and drive Hershey product distribution.
What We're Looking For
- Ability to build and maintain consultative relationships with customer KDMs and other decision-makers at various levels.
- Data-driven mindset with ability to analyze store, product, and market data to inform sales strategies and route planning.
- Strong selling and promotional execution skills; experience conducting store walk-throughs, securing commitments from KDMs, and maximizing in-store opportunities.
- Entrepreneurial, driven, influential, and planful mindset with the ability to operate in a fast-paced, cross-functional environment.