Associate Manager Small Format

Associate Manager Small Format

Job Location: Remote

Job Responsibilities:

• Support development of Small Format Channel, focusing on UDS, Vending, Food Service, Travel, and Drug Channel. Responsible for executing business plans; strategy, tactics (new products, distribution, shelving and merchandising). Establish trade promotion plans and generate the annual customer promo calendar while staying within approved trade budget.
• Conduct quarterly business reviews with Key Customers, including GPOs, Broadline Distributors, Vistar Key Accounts (Best Buy, Barns & Noble, Home Depot, etc.), Travel (Hudson News, Paradies, OTG) and collaborate with the Hershey Team to identify opportunities to launch and develop new business.
• Collaborate with Marketing to develop solutions and products that appeal to the Small Format Channel.
• Provide regular, formal updates to the Senior Leadership Team on key accounts. Own relationships with key accounts.
• Support the Small Format team in regional and national tradeshow representation.
• 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.
• Work closely with Sales Analysis for ongoing reporting of internal sales data to monitor customer performance.
• Provide timely and accurate forecasts of volume and trade spend. Communicate plans, forecasts, and pertinent information daily to appropriate Hershey Teams supporting customer activation.
• Champion of Broker/Partner Team Development (training, orientation, coaching, motivation); manage performance and monitor progress vs. plan with regards to volumes, budgets, spending, MBO’s, 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.
• Responsible for directing all programs driven through distributor management and relationships with guidance from the Sr. Director of Sales.
• Schedule, conduct and participate in national account customer meetings to educate, inform, and build capabilities on selling the brand.
• Responsible for building sales presentations and reports to share both internally and with distributor partners that will provide an action-oriented response.
• Support the execution and management of national account budgets, sales expenses, T&E, and reporting.
• 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 distributor and retail customers on a regional scale.
• Must have a foundation in data-based selling and have strong analytical capabilities.
• Location; candidates can be based anywhere in the US but must have access to a major airport.
• Cultural fit is an absolute must – the right candidate will be willing to see the business from a holistic perspective, have excellent time management skills, and be willing to travel 2-4 days a week during peak seasons.
• At least three years sales experience in the high growth food and/or beverage industry.
• Minimum 3-5 years account management experience.
• Capable in both the strategic aspects and the hands-on execution of the day-to-day elements of building a brand.
• Excellent team player
• Excellent skills in presentation, negotiation, analysis, customer service, selling, communication, organization.
• Proficient computer skills, specifically in MS Office applications

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

If you require a reasonable accommodation as part of the application process, please contact the HR Service Center (askhr@hersheys.com).