Territory Sales Leader - Toronto/North York

Location: Toronto/North York, ON

Summary

The Territory Sales Lead (TSL) ensures flawless execution of store level sales and promotion plans with customer retailers in assigned territory. The territory consists of high-volume food chain grocers and mass merchandiser customers. The TSL masters retail execution plans by driving incremental sales, implementing, and maintaining best-in-class promotional and merchandising strategies, and ensuring 100% distribution on authorized Hershey items across all classes of trade (Grocery, Mass Merch, Drug & Convenience). A successful TSL will be driven, entrepreneurial, influential, and planful.

Responsibilities

Consultative Business Partnering
Customer Relationship Development and Management:

• 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.

Data Analysis:

• 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.

Sales:

• 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.
• Advocacy Roles for an identified Banner – will be required to communicate the objectives or changes from the account to your colleagues

Merchandising

Achieve all merchandising objectives executing customer specific promotional plans to the sales floor using forward selling. Partnership at store level is critical for TSL’s to effectively build, maintain and execute product on the sales floor, in addition to merchandising and maintaining permanent secondary displays and other display vehicles as well as identifying out of stocks.

Administrative Responsibilities

Complete and submit reports of daily and weekly activities, expenses, competitive activity, viva engage posts (photos of displays), account changes, promotions and all administrative functions within assigned territory using company approved methods and technology

Qualifications

Education and Experience:

• High School Diploma
• 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

Minimum Knowledge, Skills and Abilities Required

To successfully perform essential duties/responsibilities, with or without a reasonable accommodation, you:

• Must have a valid Canadian issued driver’s license and good standing record (Driver Abstract report will be required through the background check)
• 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 with or without reasonable accommodations.
• Must be able to bend, kneel, stoop down and demonstrate manual dexterity on a frequent basis with or without reasonable accommodations
• 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; some roles will require an intermediate level of computer skills with the Microsoft Office products (Excel, Word, PowerPoint, Co-pilot)
• 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 and select territories may require occasional overnight stays.

Compensation Details

The anticipated base salary range for this role is $54,160 to $67,700 per year . The actual base salary offered will depend on a variety of job‑related factors, including, but not limited to, experience, skill set, education, and training. In addition to a market-competitive base salary, our Total Rewards package includes performance‑based incentives and a comprehensive, competitive benefits package designed to support overall physical, mental, and financial well‑being (as applicable).