Job Location: Remote
Summary:
The Digital Sales Executive, Amazon is responsible for profitably growing Amazon and Hershey’s business to achieve objectives and plans to include net sales, market share, trade spend, and sales activity margin. The role will report into Team Lead, Amazon and be responsible for driving Amazon.com and Amazon Fresh’s seasonal business. The scope of the role’s responsibilities includes business planning & analysis, collaborating with digital media and merchandising planning, creating valued business partnerships with customers, and achieving mutually beneficial agreements through skilled negotiation and understanding of the customer’s business. This role will also leverage data & insights to build a 1 to 3-year business plan and deploy supporting tactics to achieve financial objectives.
The role requires key strengths to succeed with this complex and dynamic customer:
- Ability to operate in an ambiguous environment – Amazon operates with a “hands off the wheel” approach. This requires strong analytics and insights to create compelling reasons for Amazon to directly engage our team.
- Demonstrated financial acumen – Amazon negotiates frequently. Understanding how to navigate a P&L (or learn) is critical to the role.
- General management mindset – the role requires daily internal/external interaction with elements of brand, media, supply chain and account management responsibilities.
- Strategic & analytical thinking – Disparate data sources must be connected to formulate broader strategies across our organization, agencies, as well as Digital customers.
Responsibilities:
- Achieve net sales, trade spend and sales activity margin targets for assigned customer(s) by simulating and planning incremental volume, pre/post analysis for promotions, as well as displaying core competencies and behaviors. These behaviors include judiciously managing and allocating trade funds (maintaining compliance with all Sarbanes Oxley policies) to achieve profitable sales growth.
- Effectively utilize Hershey, Amazon, and 3rd party analytical tools (e.g. Vendor Central, Profitero, IRI, etc.) and processes to drive profitable and predictable sales results.
- Partner with media/merch lead to drive total event ROI.
- Leverage agency partners (i.e. Flywheel) to develop insights and analytics needed to inform and create differentiated go-to-market strategies.
- Build and maintain appropriate sales plans; collaborate with CSEs to plan and execute three distribution models (direct, fulfillment by distributors for Fresh (i.e. Spartan Nash, KeHe), and 3PL).
- Manage trade fund budget to include clearing deductions.
- Monitor and control customer expenses to include WASTE and supply chain costs.
- Partner with category management to analyze category/consumer to help develop an aligned strategy with the customer; execute on strategy across confection, with particular focus on seasons and 3P mitigation.
- Achieve appropriate levels of account penetration across all designated Amazon formats.
Qualifications:
- Eucation: Bachelor's degree or equivalent experience.
- Experience: At least 3-5 years relevant sales experience.
- Travel: Ability to travel 15% - 20%
