Customer Sales Executive Large Format ONE/FULFIL

Hershey Protein CSE – Large Format

Job Location: Remote

*Central US or East Coast preferred. Must be near a major airport.*

Job Responsibilities:

• Lead development and execution of annual Business Plans for assigned conventional grocery and specialty customers.
• Direct the development of annual account business plans; strategy, tactics (new products, distribution, shelving, merchandising, and pricing/promotion). Establish trade promotion plans and generate the annual customer promo calendar while staying within approved trade budget.
• Conduct quarterly business reviews with customers, identify opportunities to fulfill customer objectives, and recommend changes to the promotional planner that will achieve targets at the assigned trade budget.
• Collaborate with Marketing on developing solutions and products that appeal to the conventional grocery channel.
• Provide regular, formal updates to the Senior Leadership Team on key retailers.
• Work closely with Sales Strategy to review and interpret IRI data.
• 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 objectives at all levels.
• Provide timely and accurate forecasts of volume and trade spend; develop promotional plans for a set of 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, 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.
• Schedule, conduct and participate in national account customer meetings to educate, inform, and build capabilities on selling the brands.
• 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.
• Work closely with cross-functional team to establish and implement successful customer programs to profitably increase product availability and points of distribution.

Job Requirements:

• Bachelor’s degree (BA/BS) or equivalent.
• Candidates must have demonstrated experience managing top tier conventional grocery customers throughout the Publix, Wegman’s, Market Basket, Wakefern, Meijer, and Hy-Vee.
• Must have a foundation in fact-based sales, be financially astute, & have strong analytical capabilities.
• Cultural fit is an absolute must – the right candidate will be willing to “roll up their sleeves” and get the job done.
• At least seven years sales experience in the food and beverage industry.
• Minimum 3-5 years conventional grocery channel account management experience.
• Capable in both the strategic aspects and the hands-on execution of the day-to-day elements of building a brand.
• Ability to analyze complex data sets and generate insights and learnings; strong financial acumen; experience extracting and manipulating point of sale data
• Excellent team player.
• Excellent skills in presentation, negotiation, analysis, customer service, selling, communication, organization.
• Proficient computer skills, specifically in MS Office applications.
• Category management experience a plus.