Vice President Small Format (Drug, Dollar, Convenience, Emerging Retail)

Vice President Small Format (Drug, Dollar, Convenience, Emerging Retail)

 

Location: Hershey, PA or Dallas, TX 

*This role can be remote (near a major airport) or in Hershey, PA or Dallas, TX.  Travel is required.

 

It’s an exciting time at The Hershey Company! Our strategy calls for winning in new occasions while growing our seasonal dominance, expanding our portfolio (e.g., sweets, value products) to meet evolving consumer needs, winning with top customers (e.g., WMT) by investing in both our take home and instant consumable businesses, and driving value through optimized packs, omni channel, and digital.  Winning in such a dynamic environment requires exceptional linkage to strategy/priorities, clear prioritization and resource allocation, and superior execution across key commercial teams and function.  The successful VP Sales, Small Format primary objective is to drive revenue & market share growth by developing and implementing effective sales and commercial strategies in Small Format Stores. The VP Sales of this $2.4B business will ensure delivery of sales commercial plans by leading the execution of our strategy. This leader is responsible for continuing to elevate our customer experience satisfaction, maximize customer retention and fostering growth while ensuring the sales team meets its goals. This role is critical in shaping the company's sales transformation and digitalization focus on optimizing sales processes and maximizing revenue generation aligning efforts with our business priorities. 

 

KEY RESPONSIBILITIES

Customer & Channels Management

• Experience with multiple channels and customers. Develop strong relationships with key customers, partners, and stakeholders, serving as a trusted advisor and strategic partner. Actively engage with customers to understand their unique needs, challenges, and goals, and proactively identify opportunities. Drive gross to net sales across diverse channels and customers in Convenience Stores including Strategic Drug Channels.
• Customer-Centric Approach: Embed a customer-centric philosophy into the Convenience, Drug & Dollar organization, prioritizing the delivery of exceptional customer experiences at every touchpoint. Empower sales representatives to anticipate customer needs, address concerns proactively, and exceed expectations.
• Problem Solving: Implement processes for capturing and addressing customer feedback and escalations in a timely and effective manner. Act as a liaison between customers and internal stakeholders, facilitating resolution of issues and ensuring that customers feel heard, valued, and supported.
• Ability to create, execute and overachieve a customer strategy. Use market research, industry insights, and customer feedback to prepare comprehensive sales strategies tailored to the Enterprise Goals and market. This involves identifying key growth opportunities, outlining specific plans, collaborate with executive leadership to establish achievable sales targets that align with the company’s overall plans. Break down targets into OKRs (annual, quarterly, and monthly goals), adjusting as necessary based on market dynamics and performance trends.

Commercial Operator Mindset

• Strong cross-functional understanding in the CPG industry, including Commercial (Sales, Marketing), Finance, Demand & Supply Chain.
• Proven ability to lead the Commercial Strategy in Convenience and Drug store channels while delivering enterprise goals. Ability to oversee field sales operations, optimizing distribution strategies, and fostering strong relationships with key stakeholders to ensure sustained market leadership and business success. Capable to create a clear and compelling vision for the future and align the sales strategy with the overall business objectives. Deep understanding of market dynamics, customer behavior, and competitive landscape to anticipate trends and identify opportunities. Expertise in developing long-term plans that balance immediate needs with future growth objectives.