Description:
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.
Responsibilities
Consultative Business Partnering
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 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 KDMs to order additional products to increase incremental sales and to obtain best in class quality of merchandising locations.