Customer Sales Executive at Hershey Company

Title: Customer Sales Executive, C-Store ONE/FULFIL

Job Description:

Job Location: Remote

This Senior Sales Manager position is a unique and exciting opportunity to join an established and very well supported company, but also be a catalyst to driving tremendous growth for an emerging brand in the US. This position is responsible for developing brand strategy within the small format channel, leading brand sales activities and helping support exponential growth in distribution. Reporting to the Director of Small Format, this role will play a critical and cross-functional role across the Small Format team. The ideal candidate will demonstrate experience and success in leading sales for an emerging brand, building go to market strategies and showing tactical execution.

Key Responsibilities:

• Lead development and execution of annual Business Plans for national C-Store business, working across such customers as 7-Eleven, Circle K, Casey’s, Quiktrip, EG America, GPM Investments, Pilot Co., ampm, Wawa, Extra Mile, etc.
• Lead development and execution of annual Business Plans for national Travel business, working across such customers as Paradies, Hudson News, OTG, Stellar, Delaware North, etc.
• Lead development and execution of annual Business Plans for national Food Service business, working across such customers as Aramark, Compass, Follett, Vistar, Barnes & Noble, MR Williams, etc.
• Lead development and execution of annual Business Plans for national Drug business, working across such customers as Walgreens, CVS, Rite Aid, etc.
• Own the key C-Store, Travel & Food Service distributor relationships and headquarter calls on behalf of ONE Brands including Coremark, McLane, DOT Foods, Vistar, Eby-Brown, HT Hackney, NCD, etc.
• Direct the development of annual C-Store, Travel, Drug, and Food Service business plans; strategy, tactics (new products, distribution, shelving and merchandising). Establish trade promotion plans and generate the annual customer promo calendar while staying within approved trade budget.
• Conduct quarterly business reviews with C-Store, Travel, Drug, and Food Service customers, identify opportunities to fulfill customer objectives, and recommend changes to the promotional planner that will achieve targets at the assigned trade budget.
• Conduct monthly & quarterly reviews with c-store team to develop action plans to exceed quarterly and yearly objectives
• Collaborate with Marketing on developing solutions and products that appeal to the C-Store, Travel, Drug, and Food Service channels.
• Establish specific sales and merchandising objectives and achieve those sales targets with end-to-end visibility from supply to fulfillment.
• Develop ongoing tracking and assessment of all activities, setting objective goals at all levels for team and channels.
• Work closely with Sales Analysis for ongoing reporting of internal sales data to monitor customer performance.
• Provide timely and accurate forecasts of volume and trade spend; develop promotional plans for all C-Store, Travel, Drug, and Food Service customers and create corresponding forecast.
• Champion of Broker/Partner Team Development (training, orientation, coaching, motivation); manage performance and monitor progress vs. plan with regards to volumes, budgets, spending, MBO’s, etc. Direct and participate in the Quarterly Broker Review Meetings and provide input into preparation of Broker selling tools. Conduct periodic business updates with brokers to educate on new initiatives or products, provides selling tools and targeted accounts.
• Responsible for building sales presentations and reports to share both internally and with distributor, retailer, and broker partners that will provide an action-oriented response.
• Support the execution and management of national account budgets, sales expenses, T&E, and reporting for all channels.
• Penetrate customer’s key decision makers, understand their business model and key initiatives to meet customer needs and business objectives. As appropriate, bring in Senior leadership to align with customer strategically.
• Assist in the development of annual, long and short-term marketing strategy and plans.

Job Requirements:

Education and Experience

• Bachelors equivalent
• Minimum 5-7 years related industry experience with CPG company
• Strong understanding of category management/shopper insights practices and principles

Knowledge, Skills and Abilities:

• Proficient in Microsoft Office (Excel, Word, Powerpoint, Access)
• Strong understanding of C-Store Channel dynamics, relationships
• Strong understanding of P&L dynamics
• Strategic channel insights and ability to drive effective customer and channel planning processes
• Ability to interpret data and determine key actions in response
• Superior communication skills, both verbal and written
• Ability to be effective in highly volatile and ever-changing marketplace
• Demonstrated analytical, collaborative and consultative abilities

Travel:

Ability to travel ~50-60% of time