Key Account Manager Alternate Channel
Hershey
Key Account Manager Alternate Channel
Hershey
Manufacturer of snacks and confectionery brands
The Hershey Company (NYSE: HSY) is an industry-leading snacks company known for making more moments of goodness through its iconic brands. With a strong portfolio across chocolate, confectionery, and salty snacks, Hershey delights consumers every day. Our beloved brands include Hershey’s, Reese’s, KitKat®, Dots Pretzels, Lesser Evil, Jolly Rancher, Twizzlers, Ice Breakers, and more.
At Hershey, we are committed to making a meaningful difference in the communities where we live, work, and do business. This commitment originated with our founder, Milton Hershey, and continues to shape who we are today.
Guided by our employee value proposition, Lead Today. Create Tomorrow, we empower our people to drive impact now while shaping what comes next. Our One Hershey mindset brings teams together across functions, geographies, and businesses, enabling us to operate with speed, collaboration, and shared purpose.
The Hershey Company is proud to be recognized as a top employer in the United States, reflecting our commitment to our people, culture, and purpose.
The Key Account Manager - HORECA is responsible for driving growth and profitability across key HORECA accounts. The role manages strategic customer relationships, develops new business opportunities, and partners with distributors and internal teams to deliver sales targets, portfolio growth, commercial compliance, strong market execution, and customer service.
Achieve quarterly topline targets for the HORECA channel and drive the right portfolio mix, including adjacency products such as syrups and cocoa.
Ensure compliance with Trade Promotion (TP) and Direct Marketing Expense (DME) guidelines and maintain pricing and billing hygiene.
Manage relationships with large existing customers through regular business reviews and meetings.
Identify, scope, and onboard new customers in line with business priorities.
Work closely with external distribution partners and customer account managers to drive execution.
Conduct market visits with HORECA distributors and participate in activation opportunities and retailer catalog programs.
Partner with Customer Marketing, Supply Planning, Marketing, and the Omni field team to create and execute activation calendars for critical accounts.
Monitor and analyze daily, weekly, seasonal, and one-time business reports to improve margin, revenue, and processes.
Coordinate demand planning with customers and the supply chain team and monitor in-stock compliance for key accounts.
Experience:
6-8 years of experience, including 4-5 years of critical account management experience. Experience should include sales delivery, key customer management, new customer onboarding, commercial compliance, distributor collaboration, business analytics, and demand planning coordination.
Education:
Graduate degree required; MBA preferred.
At Hershey, we offer competitive pay and a comprehensive total rewards package designed to support your wellbeing, financial security, and life outside of work.
Health & Wellbeing: Medical plus wellness programs that support your physical and mental health
Financial Security: Competitive pay, annual incentive opportunities
Time Off & Flexibility: Paid time off, company holidays, and flexible ways of working where applicable
Growth & Development: Career development programs, learning opportunities, and internal mobility
Benefits may vary based on role, location, and eligibility.
Hershey makes and sells snacks and confections under many well-known brands, such as HERSHEY’S, REESE’S, KIT KAT, JOLLY RANCHER, ICE BREAKERS, and SkinnyPop, earning billions in revenue each year. Its products are created by baking, molding, and packaging chocolate bars, candy, and snack foods so they can be enjoyed by consumers and distributed through retailers around the world. What sets Hershey apart is its large, diverse brand portfolio and its long-standing commitment to responsible business practices and community support, including education initiatives like the Milton Hershey School. The company’s goal is to create more moments of goodness for people by delivering trusted snacks while supporting its people and communities through sustainability and social programs.
Explore more opportunities at Hershey