The Hershey Company is looking for an Associate Manager, Retail Execution to lead our point-of-sale strategy within the Modern Channel, including accounts like Sam's Club, Walmart, and other key regional retailers. You will serve as the critical bridge between corporate strategy and in-store operations, transforming commercial plans into shelf realities. This role is responsible for leading a team of promotion executives to maximize sell-out, increase market share, and consolidate operational efficiency.
What You'll Do
- Understand, assume, and communicate company priorities and category strategies to your team.
- Detect, analyze, and communicate execution opportunities, risks, and competitor activities within your assigned territory.
- Negotiate and collaborate with the commercial team to define and execute commercial initiatives.
- Recommend sustainable solutions to client needs and process improvements.
- Participate in national and regional sales meetings, synergizing with Trade Marketing, Go to Market, Sales, and CPFR areas.
- Guide the development of channel insights, including authorized Execution Guides and competitor activity reports.
- Ensure the conversion of established projects into sales and the implementation of category, channel, and client strategies.
- Develop efficient operational structures and distribution models aligned with market needs.
- Develop and maintain client relationships, planning and executing visit and follow-up plans for activity execution and problem resolution.
- Supervise field work locally and remotely for the team under your charge.
- Propose, negotiate, and implement strategies for coverage growth and execution excellence.
- Analyze territory performance indicators and generate strategies to correct deviations or mitigate risks.
- Focus on measuring productivity and execution indicators within internal systems.
- Re-engineer routes to strengthen channel execution and maximize resource allocation for coverage and brand development.
- Review and improve areas of low operational performance.
- Generate reports on out-of-stocks, zero movement, high days of inventory, competitor activity, and implementation status.
- Follow up on company priorities to maximize promotions and sales results.
- Evaluate and implement opportunities for operational efficiency and productivity.
- Follow up on operational performance indicators to detect opportunities.
- Maintain knowledge of internal client processes for replenishment, returns, and marketing.
- Develop, train, and coach your team of Executives through field observation and performance reviews.
- Conduct the selection, hiring, and induction process for personnel under your charge.
- Efficiently manage personnel and material resources to achieve optimal operation.
- Stay updated on channel trends, categories, and sales strategies.
- Understand the shopper profiles of different store formats.
- Facilitate the professional development of your team and prepare Executives for future roles.
- Use coaching methodologies and sales techniques to train your team.
- Foster situational leadership and participate in the development of internal talent.
What We're Looking For
- 4 to 6 years of experience in a commercial area, preferably within mass consumption companies.
Nice to Have
- Experience in Field Sales, Key Account Management (KAM), Zone Supervision within the modern channel, Category Management, sales administration, sales representation, customer marketing, or shopper marketing.
Team & Environment
You will lead a team of promotion executives, responsible for their direct management, development, and performance.
The Hershey Company is an equal opportunity employer.
