Customer Sales Executive

Job Location: Grand Rapids, MI
Grand Rapids, MI / Greater MI/Detroit, Chicago/IL and Midwest Area

 Summary:
The Customer Sales Executive (CSE) is responsible for profitably growing Hershey’s business to achieve objectives and plans, including net sales, market share, trade spend, and sales activity margin.  Responsibilities include business planning & analysis, creating valued business partnerships with customers by becoming a business advisor, and achieving mutually beneficial agreements through skilled negotiation and understanding of the customers business. The CSE will also leverage insights to build a 1-to-3-year business plan and deploy supporting tactics to achieve financial objectives.  Successful candidate will be able to effectively manage the corporate environment and head office/procurement role, as well as drive sales opportunities.
 
Responsibilities:
• Achieve net sales, market share, trade spend, and sales activity margin targets for assigned customer(s) by simulating and planning incremental volume and pre and post analysis as well as displaying core competencies and behaviors.  This includes judiciously managing and allocating trade funds (maintaining compliance with all Sarbanes Oxley policies) to achieve profitable sales growth.
• Effectively utilize Hershey’s analytical tools (e.g. PlanEx, Unify, TradePoint, and Demand Tech, etc.) and processes to drive profitable and predictable sales results.
• Build and maintain appropriate sales plans in PlanEx and effectively work with Customer Planning analyst.
• Manage trade fund budget to include clearing deductions.
• Monitor and control customer expenses to include WASTE and supply chain costs.
• Provide category analysis and consumer insights to customers as well as other category tools/consultation with Category Management partnership.
• Develop and provide resources and tools to the retail team.
• Achieve appropriate levels of account penetration.
• Alignment with retail team through participation in retail meetings as well as field visits with appropriate Retail management.
 
Qualifications:
• Education: Bachelor's degree strongly preferred.
• Experience: At least 3-5 years relevant sales experience.  

 

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