Customer Sales Executive, Amazon Protein at Hershey Company

Title: Customer Sales Executive, Amazon Protein (Remote)

Requisition Number: 123359

Job Location: Remote

Job Description:

Summary:
The CSE Protein, Amazon Team is directly responsible for, and the owner of, the Amazon Protein P&L our U.S. business.

This role is responsible for balancing setting the strategic direction to develop customers & capabilities in alignment with HSY Digital Commerce long-term vision as well as for the planning and implementation of annual plans to successfully execute the strategy with excellence. The job requires strategic, leadership, customer relationship management skills and a highly developed set of digital/conversion marketing and general management skills that translate into successfully driving sales, share and profit results.

The CSE Protein, Amazon Team must have a keen view of the external environment including a) general trends impacting the business b) competitive assessment and c) an understanding of both consumers and customers. He/she requires strong strategic skills and an ability to formulate the strategic direction for the business including all major marketing decisions on digital advertising, promotion, site merchandising, innovation, supply chain capabilities and other key programs that could affect short and long-term profitability and share position.

The CSE Protein, Amazon Team, must be a strong collaborator and have an ability to drive outcomes through strong interpersonal relationships. He/she plays a leadership role throughout the corporation in his or her coordination with other functional areas to ensure that the necessary actions occur in support of both the day-to-day business and charting a course to deliver the vision for Digital Commerce within HSY and with our retailers. He or she will play a leadership role with both customers & outside marketing suppliers such as content management and ad agencies.

The CSE Protein, Amazon must be highly effective at:
1) Developing strategic roadmaps and presenting recommendations to senior management – internal and external – both educating and influencing how HSY can achieve our Digital Commerce vision.
2) Working collaboratively in a leadership role with brand, supply chain, operations, and IS managers throughout the organization to ensure successful integration and leverage of campaigns, media, packtype, seasons, and new product programs
3) Coordinating, executing and leading activities with virtually every function in the company to achieve pre-set goals including portfolio management, innovation, & capability building.
4) Leading and directing the activities of outside suppliers including content and ad agencies.
Major Duties/Responsibilities:
• Develops the short, mid and long-term growth strategy to develop the Hershey-account(s) partnership and seeks alignment from all relevant areas within the organization to ensure strategy is successfully executed.
• Works closely with Protein leadership to align sales forecasts, as well as Marketing to ensure the business has the right level of brand & marketing support.
• Travels to customers and supports conversations/negotiations with buying team. Guides and participates in discussions for JBP and long-term strategic growth.
• Educates organization on the strategic importance of eCommerce and trends/developments within this rapidly evolving channel.
• Uses available data & insights to provide sound merchandising / marketing / promotional / product optimization recommendations (prescriptive selling).
• Owns the planning and execution of merchandising / marketing / promotional / content plans – plans are crafted in close collaboration with brand/season, digital, shopper marketing and sales teams
• Co-owns relationship with content development / creative agencies. Ensures creative content is optimized, impactful and compliant with brand messaging.
• Owns relationships with catalog, data and media agencies specific to Amazon; partners together to set strategic objectives, create action plans and monitor progress.
• Establishes business reporting/KPI’s to ensure progress against objectives and communicates back to the organization.
• Operational evangelist for assigned account(s) for current & future state. In other words, coordinates with cross-functional teams to ensure catalog accuracy, in-stock / forecasting reliability, new product set up, and sales planning.
• Closely collaborates with IS, Digital Marketing, Insights and Shopper Marketing teams to leverage insights & digital expertise to execute current year plans and build capabilities to advise & evolve customer relationships.
• Owns the eCommerce P&L for assigned portfolio (currently Amazon.com, 3P, Prime Pantry, Amazon Fresh/Prime Now, Amazon Business, Amazon Go, Amazon Grocery, Fresh Pick Up, Whole Foods)
Minimum knowledge, skills and abilities required to successfully perform major duties/responsibilities:

• Previous Sales experience with direct management of a customer / retailer relationship. Amazon experience preferred but open to translatable experience.
• Demonstrated P&L management with strong business judgment and decision-making skills; ability to identify, prioritize, and articulate high impact initiatives.
• Experience directly managing customers including strengths in advising & negotiating.
• Strong ability to work effectively in a matrix environment
• Excellent management skills, with the ability to delegate and manage multiple priorities while generating positive relationships.
• Proven leadership skills
• Strong knowledge & experience managing Digital customers, media & creative development, SEO and eCommerce merchandising preferred but open to translatable experience.
• Proven ability to translate insights into sound merchandising / marketing / promotional / product optimization recommendations (prescriptive selling).
• Superb communication skills, including strong oral and presentation skills with the ability to communicate and interact at all levels.
• Aptitude for problem solving/quick learning
• Positive attitude and high level of energy