Senior Director Sales, Strategic Accounts

About the Role

Key Responsibilities

• Ensure the development & delivery of key objectives - Net Sales, Trade Management, and Market Share - and the deployment of resources and activities to successfully achieve the Company's goals for Target, Amazon, Ecommerce and The Natural Channel
• Lead team customer planning process, including driving fiscally responsible planning and coordinated trade planning processes including trade effectiveness and efficiency which drive return on investment
• Lead routine and ad-hoc brand specific business and customer analyses (e.g., brand performance, competitive analysis, consumer tracking, customer/shopper tracking, shipment, customer spins, and other analyses) incorporating varied data sources (e.g., POS, panel, etc.)
• Establish, lead, monitor, and course-correct strategic team sales and agency priorities
• Lead customer team in developing customer category selling tools/info for Hershey Salty Snacks which influence customer category strategy, assortment, pricing & promotional planning
• Collaborate with cross-functional internal, sales teams, and broker support teams (Natural Channel) in coordinating transparent customer sales planning, volume forecasting, and trade reporting
• Coordinate with cross-functional teams to provide impactful routine and ad-hoc daily, weekly, monthly, quarterly, and annual sales team, customer, and competitive communications
• Lead holistic Omni-channel strategy in collaboration with the customer and internal partners, including JBP planning with holistic investment of trade, WASTE, and media to drive profitable growth
• Engage with senior executives and management at Target, Amazon, The Natural Channel to secure distribution, merchandising, negotiate sales programs, and develop strategic business plans based on consumer and shopper insights
• Develop sales and marketing objectives and strategies to support brand positioning, equity, and marketplace initiatives
• Oversee development of the customer's annual business plans, enhance brand equity, and grow market share through consumer and shopper insights
• Lead a team to achieve sales goals by motivating, coaching, developing, and onboarding sales staff, and sharing best practices
• Support efforts to elevate penetration of Target, Amazon & the Natural Channel within Hershey, ensure rigorous planning, monitor sales, trade spending, and market share, and support sales target setting

Requirements

• BS/BA in Business Administration or equivalent experience
• 8-10 years of progressive sales and/or marketing management experience
• Experience with establishing strategic relationships with key customers
• Strong understanding of Ecommerce & Natural Channel dynamics and relationships
• Strong understanding of P&L dynamics
• Strategic channel insights and ability to drive effective customer and channel planning processes
• Knowledge of industry Category Management processes & systems (POS, HH Panel, etc.)
• Ability to interpret data and determine key actions in response
• Superior communication skills, both verbal and written
• Proficient in Microsoft Office (Excel, Word, PowerPoint)
• Ability to travel approximately 50% of the time