Job Location: Hershey PA preferred; open to remote
Hershey’s Protein portfolio consists of two brands – ONE and newly acquired FULFIL – which aim to accelerate top and bottom line growth over the next 3-5 years, along with winning market share.
The Sales Strategy Manager within the Protein team is a key leadership position for Hershey’s Protein portfolio. This Sales Strategy Manager is responsible for developing Sales strategy in partnership with Sales and Marketing leaders, identifying and unlocking both Category and Hershey opportunities, and analyzing category trends to support successful customer sell-in.
The Protein Sales Strategy Manager reports to the Director of Protein Sales position and is fully embedded within the Protein Sales organization. They are an independent operator, but will partner closely with the entire Protein Sales team to drive customer partnership and Hershey Category leadership. They will play a meaningful role in customer-facing meetings, from preparation through to the selling conversation. This individual will also act as a key liaison to Marketing, acting as the strategic voice of the Hershey Protein Sales team to guide portfolio, activation, and prioritization / resource allocation decisions.
This role requires strategic thinking, mature Sales analytics and communication skills, and strong cross-functional leadership which drives both Marketing and Sales strategy to deliver sales, profit, and share results. Particularly important is their ability to synthesize data, identify critical risks and opportunities, and clearly communicate these to both internal and external stakeholders. Finally, it is also important that this individual have a holistic P&L acumen, as they will play a key role in prioritization of investments and the subsequent impact on the portfolio KPIs.
The Protein Sales Strategy Manager is accountable for total Protein portfolio sales growth, gross-to-net & Sales Activity Margin health, and customer opportunity realization. The Protein Sales Strategy Manager must be very effective at:
Thorough analysis and clear communication of market trends at the National and Customer level
Developing and presenting compelling and fully customer-ready selling stories
Customer-facing presentations of trends, opportunities, and recommendations
Sales Portfolio analysis to prioritize COTs, Customers, and investments
Monthly and Annual planning and tracking of G2N performance to enable topline KPI delivery
Cross-functional collaboration and leadership to strengthen Marketing-and-Sales alignment
Business Case development to support opportunity realization
Identifying price-pack-architecture opportunities and risks to influence portfolio activity
Minimum knowledge, skills and abilities required to successfully perform major duties/responsibilities:
Advanced Analytic Skills
Advanced understanding of Consumer/Shopper Behavior and Market Research Strategies
Knowledge of Category Management processes and CPG Industry trends
Customer-First mindset
Impactful data-driven story telling experience
Strong problem-solving capabilities
Project Management and organizational skills
Intellectual Curiosity
Strong verbal and written communicator to breadth of audiences including senior leaders and customers
Travel: 25-30% or as needed for customer and internal meetings
Requirements
Education: Bachelor’s Degree required
Category Management and/or CPG Sales experience (5-7 years)
Experience in top-tier consumer products organizations or breakthrough startups is expected.
Technical skills to include Circana and SPINS experience, syndicated and panel data sources, data analysis and visualization tools, Microsoft Office
