Job Title PR Jr CSE

Reports to PR Customer Sales Executive (CSE)

Department Field Sales

Job Location Puerto Rico

Summary

This position is responsible for assisting in the handling and managing some Puerto Rico direct accounts. Drive tactical plans with the customer, manage net and trade investments, build an excellent and professional business relation with the customer buyer and sales team. Also, this position will be needed to assist in the construction of promotional plans for the year that will be attached with the forecasting methodology of the account. These customers represent 20% of the total sales of PR with a current toplines sales between $5M to $10M and with a potential sales capacity above the twelve million dollars a year.

Also, responsible for helping with planning, organizing and developing sales and marketing brand building strategies to maximize sales performance and brand awareness.

• Understands and responds to the unique strategies and goals of the accounts

• Provides market, consumer and shopping insights needed for effective business/category planning and development

• Proactive follow up and follow-thru, customer maintenance

• Build and present in-county sales plans to the buying team’s that are aligned to their KPI’S

• Responsible in providing current and on-going forecasts based off of rate of sale and future programming - 30/60/90 meetings

• Data System - know sales trends by fine-line and item level; utilize and pull store data, scorecards, and market basket data to identify opportunities.

• Promotional Calendar/Over/Under - utilize and update promotional calendars – ensure performances are recapped, and trade spends managed within budget

• CAL – customer authorization lists - what items, retail, EDLC, and how many stores list each Hershey item. Ensure to update as needed.

• Trade/DME – Lead and Manage in-country planning efforts in order to maximize sales efforts and ROI

• P&L – develop and manage annual P&L

• POS & Factory Sales - understand by month, by quarter, and by year what you are going against and what your current plan is to hit sales objectives

• Work with the Walmart Global Business managers to better understand what is working in each market, gain understanding on new Walmart initiatives /strategies.

For planning purposes, this position will need to help establish an annual plan with quarterly business reviews related to the goals and strategies settled with both the customer and Hershey. As well, responsible for managing an annual promotional budget use to negotiate new item listings, special consumer deals, secondary locations, features and/or in-store activities that will drive the overall growth.

Responsibilities:

• Help in developing joint business planning within the customer in the retail industry business to drive volume, profit and share growth of the total Hershey’s Portfolio. Establish an annual plan with clear and reachable goals. Define Go to Market strategies to reposition the market-share leadership. Conducts annual and quarterly business reviews within the group.
• Guide the execution of the trade activities.
• Manage the promotional budget in accordance with the customer that meets the company’s goals. Define and set the negotiation with the customer to invest in shoppers, space rentals, in & out programs, seasonal and innovation items deal, rebate and billbacks options, among other investments with the retailers. Actively participate in the quarterly meeting.
• Actively participates in the IBM sessions, preparing a sales forecast for the assign channels and customers. This is including the APO analysis base on target sales for updating the production requirements in the system. Be a liaison between the operations team to support them any logistics topic such delivery coordination or order credit issues.
• Monitoring the execution of sales programs, making adjustments as necessary to deliver results and provide sales updates to business partner’s field operations group. Gets their feedback and report on competitive activity, account changes, promotions, while performing all administrative functions & training within assigned accounts (ie Account customer records on promotional history/results, funds use status, etc).

Minimum knowledge and skills

Specific Knowledge

• Intermediate computer skills

• Knowledge of supplier net, stibo systems (desirable).

• MS Office excel & PP – intermediate

• Fluent in English & Spanish

Skills

• Sense maker in ambiguous or challenging context

• Strong knowledge of Syndicated Data and Customer Managing Process, as well as Microsoft Office

• Solid Communication skills (Oral and Written Presentation)

• Planning and Organizing

• Persuasiveness

• Sales Negotiation

• Customer Service Orientation

• Energetive

• Sales Abilities

• Initiative

• Driving for Results

• Integrity

• Teamwork

• Personal Leadership

• Develop Strategic Relationships

• Industry, market and basic category management knowledge

• Multitask

• Availability to travel throughout the island (personal transport).

Education

Bachelor’s Degree or equivalent experience. Fluent in English & Spanish

Experience

5+ years related work experience