Customer Sales Executive, Amazon

Location: Remote within U.S.

Department: Sales

Summary of Role:

CSE Amazon is responsible for one of our most strategically significant retail partnerships, accountable for driving profitable growth across the Amazon ecosystem against net sales, market share, trade spend, and margin objectives. Sitting at the intersection of sales, analytics, media, and category strategy, this role leads the development and execution of a 1–3 year joint business plan that creates mutual value for both Hershey and Amazon. This role calls for a strategic operator who can set the long-range agenda and drive execution across a dynamic, fast-evolving channel.

The role requires key strengths to succeed with this complex and dynamic customer:

• Comfort with Ambiguity – Amazon's "hands off the wheel" model demands a self-directed operator who can build compelling, insight-led narratives that earn direct customer engagement without relying on traditional relationship levers.
• Financial Acumen – Frequent Amazon negotiations require a sharp command of P&L dynamics that protect margin while advancing shared growth objectives.
• General Management Mindset – This role functions like a business owner, requiring daily fluency across brand, media, supply chain, and account management
• Strategic & Analytical Thinking – Success depends on the ability to synthesize disparate data sources into coherent strategies that align internal teams, agency partners, and digital customers around a common commercial agenda. 

Role Responsibilities:

• Drive Profitable Growth Across the Amazon Portfolio: Own and deliver net sales, trade spend, and sales activity margin targets for assigned Amazon accounts. Develop forward-looking volume plans, lead pre/post promotional analysis, and make disciplined trade investment decisions that balance top-line growth with bottom-line profitability — in full compliance with Sarbanes-Oxley policies.
• Lead with Data and Insight: Leverage a best-in-class analytics ecosystem — including Vendor Central, Profitero, IRI, and other Hershey and third-party tools — to generate actionable insights and forecast with precision
• Orchestrate Integrated Go-to-Market Strategies: Partner with media and merchandising leads to architect holistic event strategies that maximize total event ROI. Serve as the connective tissue between internal teams and agency partners (e.g., Flywheel) to translate data and insights into differentiated, customer-specific strategies
• Build Scalable Commercial Plans: Develop and maintain robust sales plans that account for the full complexity of Amazon's distribution landscape. Collaborate cross-functionally with Customer Sales Executives (CSEs) to align planning and execution across all relevant distribution models, ensuring seamless go-to-market execution.
• Steward Trade Investment and Financial Discipline: Manage trade fund budgets with rigor and accountability, including proactive deduction management and clearance. Monitor and control customer-related expenses — including waste reduction and supply chain cost optimization — to protect and grow margin.
• Expand Strategic Account Presence: Cultivate meaningful relationships and achieve appropriate levels of penetration across all designated Amazon formats and business units, positioning Hershey as a best-in-class strategic partner across the full scope of the Amazon ecosystem.

Desired knowledge, skills, and abilities:

• Flexibility to travel 10-15%.

Minimum Education and Experience Requirements: 

• Education –
  • Bachelor's degree or equivalent experience.
• Experience –
  • At least 3-5 years of relevant sales experience.

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The Hershey Company is an Equal Opportunity Employer. The policy of The Hershey Company is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's race, color, gender, age, national origin, religion, citizenship status, marital status, sexual orientation, gender identity, transgender status, physical or mental disability, protected veteran status, genetic information, pregnancy, or any other categories protected by applicable federal, state or local laws.
 
The Hershey Company is an Equal Opportunity Employer - Minority/Female/Disabled/Protected Veterans.  

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