Director Sales, E-commerce and On Demand

Job Location: Hershey, PA
Note: This position can be based in Hershey, PA, Dallas, or Remote and requires 25%-35% travel.

The Director Sales, E‑commerce & On Demand will play a critical role in accelerating Hershey’s growth across digital, omnichannel, and on demand platforms. This leader will own the strategic direction and P&L performance of key e‑commerce partners, including Amazon and Instacart, while driving integrated joint business planning, retail media, and omnichannel execution. Through strong customer relationships, data‑driven decision‑making, and cross‑functional collaboration, this role will elevate Hershey’s digital shelf presence and unlock sustainable, profitable growth. The position also serves as a people leader, building high‑performing teams and representing Hershey as an industry leader in e‑commerce and omnichannel sales.

Key Responsibilities

• Customer & Channels Management: Experience with E-commerce, On Demand, Omnichannel retailers across classes of trade including Amazon.  Deep understanding of digital and physical channel strategies, including route to market, retail media, and omnichannel execution.

• Strategic Collaboration: Lead annual joint business planning (JBP) & multi-year joint value planning (JVP) with key accounts (Amazon, Instacart), integrating trade, media, and promotional investments to drive profitable growth.

• Relationship Development: Build and maintain senior-level relationships with customer executives responsible for Hershey’s distribution, merchandising, media, and promotional programs. Negotiate sales programs and develop strategic business plans based on consumer and shopper insights.

• Sales & Marketing Activation: Activate sales and marketing objectives to support brand positioning, equity, and marketplace initiatives, leveraging insights into products, competition, and shopper habits.  

• Perfect Screen: Partner with Channel Strategy & Commerce teams to define the category growth accelerators across Content, On-line Assortment, Ratings/Reviews and Search. Set and achieve ambitious goals to improve Hershey’s position across snacking categories in digital shelf.  

• Customer Strategy Creation & Execution: Use market research, industry insights, and customer feedback to develop comprehensive sales strategies aligned with enterprise goals. Identify growth opportunities, set and break down targets into OKRs (annual, quarterly, monthly), and adjust plans based on market dynamics and performance trends.

Candidate Profile

P&L Management and Analytical Acumen

• P&L Ownership: Manage sales, margin, and market share for E-commerce & On Demand  channels, deploying resources to achieve company goals.

• Annual Business Planning: Oversee development of annual business plans for assigned channels, enhancing brand equity and profitably growing market share through deep consumer and shopper understanding.

• Data Analytics: Leverage omni-channel data analytics to understand sales trends, digital household penetration across the portfolio, customer behavior, and areas for improvement. Make informed decisions on customer support optimization and innovation. 

• Problem Solving: Implement processes for capturing and addressing customer feedback and escalations. Act as a liaison between customers and internal stakeholders, ensuring timely and effective resolution.

Leadership and Management

• Industry Leadership: Represent Hershey at industry events and forums relevant to E-commerce and Omnichannel.  

• Team Leadership & Motivation: Lead by example, setting high standards for performance, professionalism, and integrity. Foster a culture of improvement, accountability, and empowerment.

• Talent Development: Recruit and develop sales talent with diverse backgrounds. Provide ongoing training and mentorship to build a well-rounded, high-performing team.

• Collaborative Culture: Cultivate a positive, collaborative sales culture with open communication, mutual respect, and shared commitment. Celebrate successes and foster teamwork.

Qualifications

• Modern Sales Leader: Experience in director-level roles across E-commerce, Omnichannel, Amazon, and preferably Strategic Customer, Category/Insights/Data functions.

• Relationship Building: Strong ability to negotiate and form meaningful relationships with key customers and stakeholders.

• Growth Track Record: Demonstrated organic and inorganic growth using data analytics to drive innovation.

• Commercial Strategy Execution: Proven ability to lead, develop, and execute commercial strategies (SRGM, Price Pack Architecture) to accelerate profitable growth & deliver enterprise goals.

• Sales Transformation: Experience in sales transformation, channel strategy development, and negotiations.

• Analytical Capabilities: Advanced skills in identifying opportunities, solving problems, proposing ideas, and measuring impact. Comfortable with analytical tools and data visualization.

• Portfolio Understanding: Knowledge of multi-category portfolios, category and brand strategies, and ability to integrate customer perspective into company strategy.

• Talent Development: Known for building high-performing teams and upskilling organizational capabilities.

• Project Delivery: Proven history of end-to-end delivery of complex sales projects.

Education and Experience Level

Education: BS/BA in Business Administration or equivalent experience

Experience: 10–15 years of progressive sales and/or marketing management experience, including strategic relationships with key customers in E-commerce & On-Demand partners. 

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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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