Sr. Manager, Business Development - International
Job description
COVID-19 Vaccine Safety Mandate
This position requires that you must be fully vaccinated for COVID-19 (even if working remotely) and present proof of vaccination before beginning employment. If you receive an offer of employment, you will be asked as part of the background check process to upload a copy of your vaccination card. If you believe you require an accommodation for medical or religious reasons related to the vaccine safety mandate, you may submit a request after you receive an offer of employment. Instructions on how to do so will be provided in your offer letter.
Job Title: Sr. Manager, Business Development - International
Job Location: Hershey, PA or Bentonville, AR
This position is open to 100% Remote
Summary:
Achieve net sales growth & POS objectives within the international markets by:
- Expert in understanding and responding to the unique strategies and goals within Hershey’s network of multinational retailers, and in building new business development opportunities/sales capabilities. Focus Customers’: Walmart, Sam’s Club, Costco, 7-Eleven, Oxxo, & Circle K, Internationally.
- Develop selling capabilities, strategic planning, and collaborative relationships within Walmart, Club, 7-Eleven, Oxxo, & Circle K Internationally; in-partnership with in-country sales, marketing, and operational teams.
- Help in-country teams with customer connectivity & wiring with buyers, Vice Presidents, and Senior Vice Presidents in each of the markets.
- Work in alignment with Hershey’s in-country Country General Managers, and sales leads to deliver annual net sales plans; and build 2-3 year customer business plans
- Define annual goals and working priorities by market, in agreement with Hershey’s in-country General Managers, and Sales Teams.`
- Lead Annual JBP process & measure performance on a monthly basis; ensuring all objectives are met – communicate through the monthly scorecard with Walmart & Costco International Teams, and conduct monthly customer meetings to review all issues and opportunities by market; ensuring year beginning joint business plans are achieved.
- Provide Tools, BDPs, training, and Lead country project work, as and when the need arises
- GBI (Export) Leader & Product Portfolio Development & Execution; including financial recommendations & QRC support.
- Support category management driven projects. Share category insights, winning merchandising solutions (i.e. Self-Checkouts) and seasonal order writing tools.
- Work with Hershey’s international supply chain teams to improve forecasting and service levels with the international markets.
Major Duties/Responsibilities:
Time %
Summary of major duties:
1.
60%
Leading & supporting the development of Hershey’s business plans within Walmart/Club/7-Eleven Internationally:
- Primary Contact with Costco International Team (Seattle) & 7-Eleven International Team (Dallas/Japan) – lead annual Joint Business Planning Process, & Key Growth Initiatives.
- Provide Costco International with on-going business recommendations and solutions (commercial and operational) to ensure agreed upon annual sales plans are achieved. Work in-alignment with the International Head of Sales, in-country sales & finance leaders, and Hershey’s US Club Team Leader in developing sales plans and product ranges which are in-line with The Hershey Company’s 2-3 year financial plans.
- Work in partnership with in-country teams in developing annual customer joint business plans for Walmart, Costco , 7-Eleven & Circle K internationally.
2.
20%
Support Hershey’s endeavor to develop a winning Sales organization in International markets by providing and developing category, supply chain, & technical support across all markets
- Support Walmart category management driven projects. Share category insights, winning merchandising solutions (i.e. Self-Checkouts) and seasonal order writing tools.
- Help design the sales team’s toolbox to drive business and achieve excellence in planning and execution.
- Work with Hershey’s international supply chain teams to improve forecasting and service levels within the international markets.
3.
20%
- Provide Tools, BDPs, training, and Lead country project work, as and when the need arises.
- GBI (Export) Leader & Product Portfolio Development & Execution; including financial recommendations & QRC support.
- Develop customer business strategies with a focus with the Club & Convenience Channels.
Minimum knowledge, skills and abilities required to successfully perform major duties/responsibilities:
- Results focused leader
- Attention to detail with the highest quality of follow up and follow through
- Strong sales and/or category management experience
- Track record of success in key account management selling, business planning, trade budgets, and leading the Joint Business Planning Process
- Supply chain knowledge & prior project leadership
- The ability to develop business building relationships; use category and technical skills effectively, seeking and supporting a win-win solution
- Analytical & technical skills to understand the customer’s business and apply to set goals/objectives and drive consistent results
- Adjust quickly to varied customer needs in markets and be prepared to change priorities to meet changing demands in collaboration with the Head of International Sales
- Ability to identify and support underlying customer issues or problems
- Recognize market trends and organize information
- Ability to interact with a highly diverse group of people internally within the company as well as externally. Understand their dynamics and make it work
- International travel (likely 25-30% of the time); plus, weekly early morning and evening phone calls
- Anticipate roadblocks and work on strategies with the Head of International Sales to overcome them
- The ability to adapt to change and demonstrate a proactive approach in supporting all aspects of business planning & execution
- Knowledge of Hershey’s sales organizations; distributor experience a plus
- Strong written, oral communication and presentation skills
- Expert in Excel and other software applications
- Retail Link experience
- Job Location Preferred: Bentonville, Arkansas, or Hershey, PA
Minimum Education and Experience Requirements:
Education:
Bachelor’s Degree
Experience:
- Minimum 8-10 years’ experience in sales and/or category management. Walmart, Costco, 7-Eleven/Circle K experience preferred
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The Hershey Company is an Equal Opportunity Employer. The policy of The Hershey Company is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's race, color, gender, age, national origin, religion, citizenship status, marital status, sexual orientation, gender identity, transgender status, physical or mental disability, protected veteran status, genetic information, pregnancy, or any other categories protected by applicable federal, state or local laws.
The Hershey Company is an Equal Opportunity Employer - Minority/Female/Disabled/Protected Veterans
If you require a reasonable accommodation as part of the application process, please contact the HR Service Center (askhr@hersheys.com).
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