Business Manager, World Travel Retail - Americas

Location: Miami, FL

Work Location: This role is remote but must be able to travel, as needed, to support business in and around Miami, FL.

Department: World Travel Retail (International) - Sales

Summary of Role:

Focuses on achieving market financial goals which includes but is not limited to: revenue in terms of net sales, gross profit, category/market share (where applicable) and operating income by developing and executing sales and trade marketing plans, working closely with Marketing, Finance and Supply Chain and ensuring effective coverage of sales territories and execution of agreed marketing strategies. Where applicable, this role is responsible for achieving channel and customer profitability as well as market share goals vis a vis identified customers or channels. The delivery of the territory's topline is the key deliverable of the role. Within the function - the role delivers on controlling of sales expenses and controllable portions of the SG&A line. The role also coordinates and delivers on achieving the optimal supply chain platform for his or her market/s.

The role requires developing and implementing an effective and coordinated trade marketing and sales plan in support of organizational and regional/ business unit strategies. The role is also a customer facing role representing the corporation with recognized customers and/or relevant organizations, partners and suppliers within the market/s.

The role is ultimately responsible for the development and training of key distributor personnel for markets under his or her business unit. He or she must be abreast of current trade trends, market conditions and marketing, finance, supply chain and sales enablers through continued education and training.

The business development manager role is expected to leverage and grow partnerships with key customers. He or she is the main liaison with the Marketing, Finance and Supply Chain regional or sub-regional support teams.

Role Responsibilities:

SALES AND MARKET STRATEGIES

• Defines and grows the business through effective customer marketing and sales business plans, Channel, category, and key customer strategies at trade level for the business unit.
• Clearly establishes: "where to win" and "how to win" trade, customer, category, and shopper programs that deliver the outcomes required with clear marketing, sales and financial deliverables.
• The role leads customer marketing, field sales, and Supply Chain in delivering profitable growth for key customers.
• Leads the articulation of geographic, channel, customer, and category priorities and what it will take to deliver against the strategies - he or she is the key communicator of this at all forums.
• Communicates and consistently monitors progress of the execution of the strategy with internal and external stakeholders.
• Develops and executes joint business plans with distributor partners and identified key customers within markets.
• In all called out areas below, the role will comply with or develop the right measurables at all levels to ensure delivery and visibility of progress (or the lack of it) in achieving business goals.

SALES AND CUSTOMER/TRADE MARKETING EXECUTION

• Owns and manages the total trade spend budget for the Business Unit. Plans full year trade spend in line with yearly activity plan, monitors actuals vs budget on a monthly basis, and adjusts year to go plan as needed in order to meet business objectives within agreed budget.
• Delivers the agreed market strategies in-store or channels. The role articulates and delivers to his or her marketing partners ideas, positions and insights that will deliver the right positioning, price, product, promotion and place for markets under the business unit. The role is a key participant in the development of marketing plans and strategies and owns the delivery of marketing ambitions in channels, customers and categories.
• Oversees the delivery of the sales and customer/trade marketing goals through the distributor by creating well defined Key Performance Indicators (KPIs). The KPIs reflect and show sales and customer/trade strategies being executed as planned across the market.
• KPIs includes but is not limited to: gross invoice sales, in-country sales, speed to shelf, distributor and trade inventory, meeting retail driver standards, proper execution of in store activation strategies (perfect store blueprint execution, point of materials management, store dressing at category/segment level), channel strategy and plans (Effectively translating marketing plans into store format plans, identifying correct assortment, creating tailor made promotions), category strategy and plans (cross category promotion, cross merchandising initiatives. The role owns the delivery of the sales and trade/customer marketing KPIs.
• Delivers adequate and relevant sales training directly or through others for his or her direct distributor sales team.
• It is expected that the role manages sales operational support systems internally in the areas of customer/trade marketing, consumer promotions, merchandising, sales analysis and sales administration.
• Externally, the role is the main driver of the distributor relationship - the main driver of joint business performance.

FINANCE,SUPPLY CHAIN

• Co- owns and co- leads the execution of a healthy P&L for the market which includes but is not limited to: total business, brands, channel and customer P&Ls as well as sales to expense and controllable SG&A lines. He or she articulates the right and relevant financial deliverables with respect to channels, customers and/or shoppers for the market which reflect the investment in the marketing strategies. He or she also owns the execution of the appropriate levels of control and audit processes within the sales organization and with the distributor partners. It is his or her responsibility to coordinate both reporting and funding requirements with key internal and external partners with the region or sub-region. He or she has a full understanding of distributor financials and drives and influences the directions taken by distributors toward financial expectations of the Hershey Company.
• The role requires that he or she co-plans and executes an optimal supply chain (in-bound) for the markets in conjunction and partnership with internal stakeholders. He or she is responsible for ensuring the delivery of the right stock, at the right time at the right price (out bound within the market). He or she co-owns the product freshness at the market and trade level with internal supply chain partners. He is or she constantly seeks for ideas and arrangements that allow the company to improve on Supply Chain KPIs such as fill rates and product quality.

Desired knowledge, skills, and abilities:

Strategic Agility

Thinks strategically by clearly anticipating future trends, challenges, and consequences, creating breakthrough strategies and plans to achieve a competitive advantage, and proactively adjusting strategies and plans to sustain a competitive advantage.

Business Acumen

Financially savvy and able to own and manage tool trade spend budget.

Understands how businesses work including how strategies and tactics work in the marketplace. Maintains working knowledge of competitors as well as current and possible future policies, practices, trends and information affecting his/ her business and organization.

Drive for Results

Pushes self and others to exceed goals and achieve breakthrough results. Recognizes the key actions necessary to achieve results; establishes and communicates the priorities to others; and maintains own and others focus on achieving the important goals. Demonstrates persistence in overcoming roadblocks to achieving results and encourages others to do the same.

Problem Solving and Decision Making

Uses a systematic process to solve difficult problems including gathering and examining information from a variety of sources; identifying the root cause of problems; drawing appropriate conclusions; generating viable solutions; and, weighing the pros and cons to arrive at a final decision. Makes decision in a timely manner, sometimes with incomplete information and under tight deadlines and pressure.

Process Management

Identifies the processes required to accomplish work tasks; simplifies and integrates processes and work tasks to enable efficient workflow; utilizes best practices to organize people and activities; measures results against key metrics; uses resources efficiently.

Robust interpersonal communication skills

Identifies, understand, and anticipate the emotions, concerns and thoughts of others. It includes the ability to empathize and communicate effectively with internal and external stakeholders. These skills also include interpersonal awareness that helps read other people's feelings based on their nonverbal behavior, tone of voice and choice of words.

Honest, ethical mindset toward business

Display of ethical, honest and humane behavior. He puts the needs of the company above personal gain and treats internal and external stakeholders with respect and decency. He also provides accountability when things go sideways and transparent when mistakes happen.

Technical Skills Preferred:

• Deep knowledge and exposure to sales and customer/trade marketing
• Proficient in MS Office based applications.
• Excellent oral and written communication skills; strong interpersonal and presentation skills
• A high level of understanding of finance and Supply Chain (logistics) of the business.
• Spanish Speaking candidate preferred.

Minimum Education and Experience Requirements:

• Education -
  
  
  
  • Bachelor's degree, preferably in Marketing or Business Management
  
  
  
  
• Experience -
  
  
  
  • At least 5-6 years of experience in Travel Retail Business in Americas 7 with high level of success achieved in prior positions. (required)
  • FMCG Industry 7 (preferred)
  
  
  
  

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