Mgr Sales

Position Title:   Sales Manager – SAMS/WMT, Supermarkets and Food Warehouse

Reports to Title:  PR Sr. Sales Manager

Dept. / Function: Sales            

Location: Hybrid - Bayamón, Puerto Rico

Summary:

This position is responsible for handling and managing with excellence the Wal-Mart groups accounts, Food Warehouse in the Caribbean and Supermarkets. Drive strategic and tactical plans with the customer, manage net and trade investments, maintain an excellent and professional business relation with the customers buyers and USA sales team. Also, this position main goals are needed to construct a promotional plan for the year that will be attached with the forecasting methodology of the account.

The Wal-Mart & Clubs CSE is responsible for joint business planning within business partners in the retail industry business to drive volume, profit and share growth of the total Hershey’s Portfolio.  Will oversee managing within the customer portfolio various segments.

Also, responsible for planning, organizing and developing sales and marketing brand building strategies to maximize sales performance and brand awareness.

• Primary contact for Walmart/Pueblo/Amigo buying team, replenishment team, marketing team, and logistics team
• Understands and responds to the unique strategies and goals of all customers under their responsibility
• Build and present in-county sales plans to Walmart buying team’s that are aligned to Walmart’s KPI’S
• Responsible in providing current and on-going forecasts based on rate of sale and future programming - 30/60/90 meetings
• Retail link (Walmart’s Retail Data System) - know sales trends by fine-line and item level; utilize and pull store data, scorecards, and market basket data to identify opportunities.
• Promotional Calendar/Over/Under - utilize and update promotional calendars – ensure performances are recapped, and trade spends managed within budget
• CAL – customer authorization lists - what items, retail, EDLC, and how many stores list each Hershey item. Ensure to update as needed.
• P&L – develop and manage annual P&L
• POS & Factory Sales - understand by month, by quarter, and by year what you are going against and what your current plan is to hit sales objectives
• Work with the Walmart Global Group in developing POS, margin, and inventory plans by month for Walmart and GIS/Net Sales and margin plans for Hershey’s.
• Modular and seasonal line review planning, this is the most important piece to our success.  Start planning for the next mod review and line review at least 9 months prior to the actual data. Review and gain commitments on key strategies, assortments, and items with Walmart buying teams

For planning purposes, this position will need to establish an annual plan with quarterly business reviews related to the goals and strategies settled with both the customer and Hershey. As well, responsible for managing an annual promotional budget use to negotiate new item listings, special consumer deals, secondary locations, features and/or in-store activities that will drive the overall growth.  Develop direct reports.

Major Duties / Responsibilities:

1. Develop joint business planning within the customer in the retail industry business to drive volume, profit and share growth of the total Hershey’s Portfolio. Establish an annual plan with clear and reachable goals. Define Go to Market strategies to reposition the market-share leadership. Conducts annual and quarterly business reviews within the group.
2. Negotiate and guide the execution of the trade activities.   

Manage the promotional budget in accordance with the customer that meets the company’s goals. Define and set the negotiation with the customer to invest in shoppers, space rentals, in & out programs, seasonal and innovation items deal, rebate and billbacks options, among other investments with the retailers.  Actively participate in the quarterly meeting.

3. Actively participates in the IBM sessions, preparing a sales forecast for the assign channels and customers. This is including the APO analysis base on target sales for updating the production requirements in the system. Work with finance and credit internal team to support the order to cash process. Be a liaison between the operations team to support them any logistics topic such delivery coordination or order credit issues.
4. Supervise the execution of sales programs, adjusting as necessary to deliver results and provide sales updates to business partner’s field operations group.  Gets their feedback and report on competitive activity, account changes, promotions, while performing all administrative functions & training within assigned accounts (ie Account customer records on promotional history/results, funds use status, etc). 
5. Store presence in order to evaluate execution, CatMan, price index and assortment.

Skills and abilities required:

Drive thru ambiguous or challenging context; Strong knowledge of Syndicated Data and Customer Managing Process, as well as Microsoft Office; Solid Communication skills (Oral and Written presentation); Planning and Organizing; Persuasiveness; Sales Negotiation; Customer Service Orientation; Energetic and proactive; Sales Abilities; Initiative; Results Driven; Integrity; Teamwork; Leadership; Financial Analysis; Develop Strategic Relationships; Industry, market and basic category management knowledge

Education:     

Bachelor’s Degree or equivalent experience.  Fluent in English & Spanish

Experience:    

8+ years related work experience

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