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About the Role
The Territory Sales Lead (TSL) ensures flawless execution of store level sales and promotion plans with customer retailers in assigned territory, focusing on high-volume food chain grocers and mass merchandiser customers. The TSL drives incremental sales, implements best-in-class promotional and merchandising strategies, and ensures 100% distribution on authorized Hershey items across all classes of trade.
Responsibilities
- Build and maintain consultative business relationships with customer Key Decision Makers (KDMs) at all levels.
- Partner and collaborate with KDMs to develop and execute action plans to increase sales.
- Cultivate a network of influential contacts at all levels of customers to achieve sales objectives.
- Leverage strategic relationships with KDMs to influence and negotiate customers’ assistance in the merchandising of Hershey products.
- Obtain and analyze relevant store, product, and market data and leverage trends and analytics to build the business.
- Utilize and complete pre-call planning methods and other company tools.
- Review and make recommendations to modify routes that maximize business efficiencies for all sales calls within territory.
- Effectively solve problems by analyzing information, utilizing consumer trends and customer insights to guide decision making and influence others to act.
- Engage in forward selling via consultative sales techniques using provided data sources, technology, processes and procedures.
- Maximize sales and display opportunities by conducting store walk-throughs and gaining commitment by KDMs on successful outcomes.
- Tailor strategies to influence KDMs to order additional products to increase incremental sales and to obtain best in class quality of merchandising locations.
- Communicate objectives or changes from the account to colleagues.
- Achieve all merchandising objectives executing customer specific promotional plans to the sales floor using forward selling.
- Build, maintain and execute product on the sales floor, in addition to merchandising and maintaining permanent secondary displays and other display vehicles.
- Identify out of stocks.
- Complete and submit reports of daily and weekly activities, expenses, competitive activity, viva engage posts, account changes, promotions and all administrative functions within assigned territory using company approved methods and technology.
Requirements
- Must have a valid Canadian issued driver’s license and good standing record.
- Must reside or be willing to commute within territory boundaries.
- Must be able to drive to make multiple sales calls on a daily basis.
- Must be able to lift 30-60 lbs on a regular basis.
- Must be able to bend, kneel, stoop down and demonstrate manual dexterity on a frequent basis.
- Occasionally climb ladders & use step stools.
- Occasionally use equipment such as crushing balers, handheld electric trucks or flatbed carts working inventory in the backrooms.
- Must be able to use tablet, IPad and other wireless technology.
- Must have daily access to wireless internet.
- Must have flexibility and adaptability to changes in territory coverage.
- Occasional weekend work may be required during peak seasons.
- Select territories may require occasional overnight stays.
Skills
- Entrepreneurial
- Influential
- Planful
- Intermediate level of computer skills with the Microsoft Office products (Excel, Word, PowerPoint, Co-pilot)
Location
- Toronto - North York
Work Type
- Full-time
Experience Level
- 2-year Associate/Community College degree required OR 3 years of previous sales experience
- Bachelor's degree strongly preferred to move to future roles within the organization
Education Level
- High School Diploma
Salary/Compensations
- $54,160 to $67,700 per year
Benefits
- Performance-based incentives
- Comprehensive, competitive benefits package designed to support overall physical, mental, and financial well-being