Director Field Sales Transformation and Strategy

Job Location: Hershey, PA
Note: Hershey, PA is preferred but this position can be in a remote location near major metro airport.

 

Summary

 

Reporting to the VP Retail Sales, the Director, Field Sales Transformation and Strategy, is accountable for owning and scaling next generation digital capabilities that unlock the full potential of Hershey’s retail sales force. This role sets the vision, strategy, roadmap, and outcomes for Retail Sales Coach capabilities, including precall intelligence and prescriptive, store level recommendations as well as automation. As a business product owner, this leader defines requirements, partners closely with development teams, and makes critical decisions on functionality, user experience, and technical implementation to maximize value. This role is central to shaping the future of Hershey’s retail sales capabilities, as our Value Based Routing- Next Gen Sales BPO will report to this role, ensuring solutions deliver measurable business impact at scale – driving more efficient, effective retail execution that generates incremental value across Hershey’s portfolio.

 

 

Key Accountabilities
Enterprise Product & Transformation Leadership

 

• Owns enterprise product vision for Retail Sales Coach and the multiyear roadmap for rep–facing decision support and execution enablement capabilities

 

• Accountable for value realization, including incremental sales lift and business outcomes tied to approved investment cases

 

• Leads transformation from pilot → scale → sustain, ensuring adoption and behavior change

 

• Leadership of the Value Based Routing BPO and workstream to deliver holsitic Next Gen Retail value, ensuring alignment and integration of both Value Based Routing and Retail Sales Coach transformational workstreams

 

• Collaboration and alignment with Retail Development Sr Manager and Product Owner for THRIVE 1.0 to ensure seamless integration and value to end users

 

Portfolio & Value Stream Ownership

 

• Owns and prioritizes a portfolio of Retail Sales Coach products and capabilities, balancing tradeoffs across platforms, teams, and value streams

 

• Makes prioritization decisions based on business value, ROI, risk, and enterprise strategy

 

• Partners with Commercial, Finance and Strategy to track benefits realization and course correct as needed
Senior Stakeholder & Decision Leadership

 

• Acts as primary senior business partner to VP+ Commercial, Retail, and Digital leaders

 

• Holds final product decision rights when priorities conflict across Retail, IT, and Commercial

 

• Represents the voice of the business in enterprise technology and capability decisions
Agile & Product Operating Model Leadership

 

• Establishes product management standards, ways of working, and best practices 

 

• Coaches and mentors Product Owners and cross functional teams

 

• Partners with Agile leaders to ensure delivery aligns to strategic outcomes—not just velocity

 

Vendor & Ecosystem Strategy

 

• Shapes vendor and partner roadmaps through enterprise influence and scale

 

• Leads build vs. buy vs. partner decisions 

 

• Represents Hershey externally as a product and transformation leader

 

Scope & Complexity

 

• Enterprise-wide impact across US field sales organization, US CMG and Salty portfolios 

 

• Portfolio investment decisions influencing material business value

 

• Capabilities deployed for daily operational use across a large, distributed retail sales force

 

• High ambiguity, evolving strategy, and cross functional dependency management

 

Qualifications

 

• Proven experience leading enterprise digital or business transformation

 

• Strong product leadership background in scaled agile environments

 

• Demonstrated success owning business outcomes, not just product delivery

 

• Ability to operate credibly with senior executives and external partners

 

• Strong knowledge of CPG commercial operations and field sales preferred

 

Experience & Education

 

Bachelor's degree in Business Administration or similar field. MBA desired

 

10+ Director retail preferred, product ownership, project management, technical, agile, third-party support, people leadership, cross functional leadership and/or management consulting experience. 

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