Territory Development Manager - Jacksonville

Foods Job Description

Earlier this year, Unilever announced an agreement to combine its Foods business with McCormick & Company, creating a scaled global flavour powerhouse. The proposed combination would bring together iconic Foods brands, including Hellmann’s and Knorr, with McCormick’s portfolio to create a global leader across spices, seasonings, condiments and complementary food categories, supported by strong retail and foodservice platforms. McCormick brings more than 135 years of heritage, a presence in 150+ countries and territories, and a portfolio of trusted brands. The transaction remains subject to regulatory approvals and other customary closing conditions, with completion estimated for mid-2027.

We are looking for Territory Development Manager to join the UFS North America business based in Jacksonville, Florida

KEY RESPONSIBILITIES

About the Role

As a Territory Development Manager, you will be responsible for driving sustainable business growth via Operators, Chains and Trade Partner engagement. You are accountable for delivering business targets and executing a multi touchpoint contact strategy online and face to face for generating demand for Food Solutions Products as you deliver a seamless customer experience.

• Demand Creation: Operators and Local Chain Accounts
• Engage with Local Chain Account and Operator Customers, and be accountable for delivering business targets for the assigned Territory including Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling etc.
• Execute CBP (Customer Business Plans), Win & Retain funnel, Contact Matrix and execute Multi touchpoint contact strategy on and off-line.
• Ability to convert Business Insights to Solution Selling to highlight Unilever’s ability to be ahead of the food trends.
• Gain insight and lead your customers to the right solution by preparing recommendations specific to their menu, kitchen operation and consumer.

• Demand Creation: Distributors/Trade Partners
• Develop and execute Joint Business Planning (JBPs) with Selected Trade partners including Trade Term agreements, Sell out activities and DSRs & Trade team engagement & KPIs.
• Engage trade customers to gain alignment for Secondary Sales Data (SSD) partnerships with proof of value addition.
• Close collaboration with Food Solutions Trade & eComm team to implement promotions by ensuring adequate stock availability and customer related activity to drive Sell-out.
• Ensure timely submission & settlement of distributor trade claims.

• Digital & Data
• Responsible for 100% engagement on automated warm leads & targeted leads driven via CRM.
• Drive conversion of leads in territory.
• Accountable for penetration strike rate target achievement based on automated Accounts & SKU prioritization.
• Drive digital buying behavior via ecommerce platforms (Webshop/trade Partner Webshop/pure players).
• Drive Social Media Engagement & attendance of UFS Webinars CRM Tool.
• Data Enrichment – continuously enrich all operator data to ensure personalized content.
• Implement Omni channel (On and Offline) contact strategy for your territory.

Who We Are

Unilever Food Solutions (UFS) is the €3bn+ foodservice division of Unilever. It leads the dynamic Food Service market across its categories and has ambitious growth objectives, marketing a range of professional food and beverage products and services to operators across 72 countries.  UFS prides itself on creating value for its customers through culinary solutions and improving the food experience for everyone from distributors and operators to diners and consumers.

UFS is accelerating its digital transformation to fuel growth through data driven and technology enabled Go-to-Market (GtM) capabilities. Our global ambition is to reach to 3 million operators by 2030 via an online & off-line contact strategy. Within the US, the focus of UFS Customer Development and Marketing is to engage with customers in unique and specific ways to generate demand for our professional brands and create long term value for our partners. 

 Purpose of the Role 
As a Territory Development Manager, you will be responsible to drive sustainable business growth via Independent Operators, and Trade Partner engagement. You will be part of a multi-touchpoint integrated digital ecosystem to drive growth with new customers (Reach) & current customers (Penetration). You will use data and CRM tools to plan and  execute sales calls to establish yourself as a valuable partner and grow market share in your territory.
You will be accountable for delivering business targets like Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations with both Operators and Distributor Trade Partners.  You are Responsible to execute Multi touchpoint contact strategy online and face to face for generating demand for Food Solutions Products & deliver great customer experience.  You will provide virtual culinary consultation to targeted operators.    

It is an exciting role and a great development opportunity for an ambitious and motivated individual. It’s a role where the right individual can really make a difference  

Demand Creation: Operators and Local Chain Accounts  
Engage with Local Chain Account and Operator Customers, and be accountable for delivering business targets for the assigned Territory i.e. Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling etc.  
Implement full Key Account Management approach. Execute CBP, Win & Retain funnel, Contact Matrix and execute Multi touchpoint contact strategy on and off-line. i.e. 20% Online Calls & 80% F2F Calls  

 Key Activities
Using Dat to convert Business Insights into Activation Solution Selling 
Utilize Market Trends to create Concept Solution Selling  
Gain insight and lead customers to the right solution
Network to key customer stakeholders to engage the right decision makers
Prepare visits with solution recommendation and utilize CRM Salesforce system to manage workflow and overall market funnel
Conduct F2F and Virtual Sampling, Ideation, Cooking Demo using culinary knowledge to secure new opportunities or increase volume usage by new menu applications or into existing dishes. Use relevant selling stories to help deliver the revenue savings and or efficiency improvements from UFS solutions  
Follow up on previous calls to ensure opportunities progress to the sale close. 
Secure and coordinate customer Orders each month to ensure growth is on target  
Meet with Distributors/Trade Partners to expand assortment, align on priorities and source leads for customer follow through
Implement Contact Matrix for Key Trade customers with a Squad approach (where possible) for more effective customer management  
Engage trade customers to gain alignment for Secondary Sales Data (SSD)
Implement Promotions with customer related to key seasons and events  
Ensure timely submission & settlement of claims   

Critical Skills Required for the Role
You are a Hunter with big Ambition.  You seek effective ways to create New Demand (70% Hunting vs 30% Farming)
You are a fast adopter of Contemporary technology and are already using AI in your day-to-day life.  You are highly proficient in MS office including Power BI and Excel
You are Entrepreneurial and proactively create mutually beneficial solutions for UFS and your customers
You are Curious and are constantly learning from the Market on how to stay ahead of the food trends in your market
You know how to sell Premium Brands with Superiority Selling stories and Culinary Solutions outside center of the plate
Bilingual is a plus (Spanish, Mandarin, Italian)

Essential Experiences  
2 to CPG Foodservice Sales Experience (B2B Sales)

Bachelor´s, Associate´s degree or related
Culinary/Chef Selling Experiences
Network of Existing Foodservice Operator Partners
Distributor Sales or Ingredient Sales or Broker Sales
Experiences CRM (Salesforce)
Operator Experience 
Market/Geographical knowledge
Food University Background (CIA, Food & Hospitality)
Multi-National Corporate Company Experience – Understands Corporate Ways of Working

Our Culture
Caring Deeply
Positive Tensions for Bigger Outcomes, Fairness and Transparency, Performance AND care 

Staying Three Steps Ahead of the Market
Build Future While Delivering today, Think Big simplify, commit, Lead Shape Disrupt Mkt
Delivering with Excellence
Pride in our Execution, Best in Reality, Developing Breakthrough solutions
Focusing on What Matters Most
Fewer Bigger Things, Fight for What matters most, Challenging and Debating Right Choices

What We Can Offer You   
Culture for Growth | Top Notch Employee Health & Well Being Benefits | Every Voice Matters | Global Reach | Life at Unilever | Careers with Purpose | World Class Career Development Programs | Check Out Our Space | Focus On Sustainability   

Unilever takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs.

Bonus: This position is bonus eligible.

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We welcome applicants from all walks of life and are committed to creating an environment where everyone can thrive/succeed. All applicants will receive fair and respectful consideration, and we actively support the growth and development of every employee. 

We are committed to making reasonable adjustments to provide a positive, barrier-free recruitment journey. Should you require additional information or reasonable adjustments to allow you to present your best self during this process, please contact your Talent Partner.

Pay: The pay range for this position is $71,400 to $107,200. Unilever takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs. 

Bonus: This position is bonus eligible. 

Benefits: Unilever employees are eligible to participate in our benefits plan. Should the employee choose to participate, they can choose from a range of benefits to include, but is not limited to, health insurance (including prescription drug, dental, and vision coverage), retirement savings benefits, life insurance and disability benefits, parental leave, sick leave, paid vacation and holidays, as well as access to numerous voluntary benefits. Any coverages for health insurance and retirement benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents. 

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At Unilever, inclusion is at the heart of everything we do. We welcome applicants from all walks of life and are committed to creating an environment where everyone can thrive/succeed. All applicants will receive fair and respectful consideration, and we actively support the growth and development of every employee.

Unilever is an Equal Opportunity Employer/Protected Veterans/Persons with Disabilities.

For more information on your federal rights, please see Know Your Rights: Workplace Discrimination is Illegal

Employment is subject to verification of pre-screening tests, which may include drug screening, background check, credit check and DMV check.

If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at NA.Accommodations@unilever.com. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses. The Protected Veterans or Individuals with Disabilities AAP narratives are available for inspection by any employee or applicant for employment Monday through Friday during normal business hours at establishment.

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