About the job

Job Title: Associate Sales Manager – Key Accounts

Location: Pyrmont, Sydney, Australia

Company: On behalf of “The Hershey Company"

At Hershey, we’re more than a global confectionery leader - we’re a company driven by purpose, innovation, and a passion for creating moments of goodness. We are looking for a dynamic Associate Sales Manager – Key Accounts to join our team in Sydney and help shape the future of our business in Australia.

Summary The Associate Sales Manager – Key Accounts manages the commercial performance of Australia's Key accounts through the appointed distributor. This role does not hold the direct retailer trading relationship; instead, it is responsible for directing, monitoring and holding the distributor accountable for in-store execution, account spend and P&L; delivery, and achievement of sales targets.

The primary focus of the role is execution excellence: ensuring the distributor delivers ranging, promotional activity and on-shelf availability to plan, and that in-store standards meet company expectations. A core part of the role is close, ongoing monitoring of account-level trade spend, rebates and profitability, ensuring the distributor operates within agreed budgets and that spend converts into sales results.

The role works cross-functionally with Marketing, Supply Chain and Finance to align account plans with business objectives, and acts as the escalation point when distributor execution or spend falls outside agreed parameters.

This is a middle-management position suited to an experienced key account professional who can manage performance through a third party, hold a distributor accountable to a high standard, and translate account plans into disciplined, well-executed sales and spend outcomes.

What you’ll do:

Execution Excellence Through the Distributor

- Direct and closely monitor the distributor's in-store execution against key account’s plans, including ranging, promotional compliance, planograms and POS deployment.
- Track on-shelf availability (OSA), distribution and promotional uplift, identifying and resolving execution gaps quickly with the distributor.
- Conduct regular store checks and market visits (directly or via the distributor) to verify standards are being met on the ground.




- Hold the distributor accountable to agreed execution KPIs and service levels, escalating and remediating underperformance.

Account Spend & P&L; Management

- Closely monitor and control account-level trade spend, rebates and promotional investment managed by the distributor, ensuring activity stays within approved budgets.
- Own and report on the account P&L;, tracking spend efficiency and return on investment for every promotional dollar.
- Review and approve the distributor's promotional and spend plans, checking alignment with budget and commercial guidelines.
- Investigate and correct budget variances promptly, reforecasting spend and profitability as needed.
- Reconcile distributor claims, rebates and reimbursements against agreed terms.

Sales Target Delivery

- Deliver sell-in and sell-out targets, net sales and market share objectives for the account(s), working through the distributor's sales and merchandising teams.
- Set clear sales and distribution targets for the distributor and track performance against them on a weekly/monthly basis.
- Analyse account sales trends and take proactive action with the distributor to close gaps to target.
- Support the distributor in securing incremental promotional activity and space to drive sales growth.

Reporting, Governance & Cross-Functional Collaboration

- Prepare regular sales, spend and execution performance reports and dashboards for internal stakeholders.
- Run structured performance reviews with the distributor, covering sales, spend, P&L; and execution against plan.
- Collaborate with Marketing, Supply Chain and Finance to align account plans, forecasts and budgets with overall business objectives.
- Provide market and competitor intelligence to inform account strategy and broader ANZ sales planning.

What We’re Looking For:

- 4-6 years' experience in Sales/Key Account Management within FMCG, with experience managing Coles and/or Woolworths,



ideally including experience managing accounts through a distributor.
- Proven track record of monitoring and controlling trade spend and account P&L;, with strong attention to budget discipline.
- Strong analytical skills, with the ability to translate retailer and distributor sales data (e.g. Nielsen/Circana, Coles 360, Woolworths WOW Insights) into actionable execution and spend plans.
- Excellent proficiency in Microsoft Excel and PowerPoint, with the rigour to build and maintain detailed spend and performance trackers.

About you:

- Manages complexity and competing priorities while consistently meeting deadlines.
- Strong planning and organisational skills, with the ability to prioritise across multiple retailer initiatives.
- Proactive and self-directed, able to anticipate retailer and business needs ahead of time.
- Takes ownership and accountability for outcomes, with sound commercial judgement.
- Innovative in finding new ways to grow the account and improve efficiency of execution.

Why You’ll Love Working at Hershey:

- Opportunity to make a significant impact in a vibrant, growing company with iconic brands such as HERSHEY’S®, REESE’S®, KIT KAT®, JOLLY RANCHER®, ICE BREAKERS®, and BROOKSIDE® .
- Engage in a collaborative environment that fosters communication and teamwork across international markets.
- Be part of a forward‑thinking team that values curiosity, innovation, and professional growth.
- Enjoy an environment committed to your success and career development within FMCG

About Us This role is being recruited by Hudson Talent Solutions on behalf of The Hershey Company. The Hershey Company is one of the world’s leading snacking companies, bringing goodness to people everywhere through iconic brands, creative products, and a commitment to sustainability and inclusion. Our team is collaborative, dedicated to creating exceptional experiences for customers, partners, and employees alike. We celebrate diversity and foster an inclusive environment for all.

Work Arrangement

- Employer of Record: Deel
- Reporting line: Sr Manager Business Development Manager - ANZO

Ready to sweeten your career with Hershey? Apply now and be part of our journey in Australia.

📌 Associate Sales Manager - Key Accounts (Sydney)
🏢 Hudson Talent Solutions
📍 Sydney