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Regional Sales Manager-Food Solutions

Job ID:
R-19803
Category:
Customer Development
Location:
Phoenix, AZ
Date posted:
08/09/2021

Title: Regional Sales Manager

Location: Remote to the greater Phoenix, Arizona area

Unilever Food Solutions (UFS) is the$2.5bn+ 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 22 Multi Country Organizations (MCOs) in 72 countries.  

UFS is accelerating its digital transformation to fuel growth through data driven and technology enabled Go-to-Market (GtM) capabilities. Our ambition is to reach to 2.5 million operators by 2022 via an online & off-line contact strategy. The focus of UFS marketing and sales is to engage with chefs & customers through an integrated communication system via visits by sales representatives and digital touchpoints like the UFS.com website / webshop, segmented & personalized campaigns and UFS apps. The new roles of marketing teams are more integrated in the digital ecosystem and are vital for a great operator & customer experience. 

Main purpose of the job:

AsaRegional SalesManager,you will be responsible tolead the execution ofUnilever Food Solutions Customer engagement strategy offline & online withOperatorsandTradePartnercustomers to deliver business growth targets. You will :

  • Lead, coach and developaCustomerDevelopmentteam within

  • Full execution of UFS Annual Operating Plan and quarterly initiatives 

  • Lead and train team to expand reach to Regional Restaurant Chains (<50 units)

  • Manage Small Regional Chain accounts and develop sales opportunities at each customer

  • Cultivaterelationships withkey tier 2 and 3distributors to better promote Unilever Food Solution’s products

  • Instill team commitment to lead management as a primary driver of business growth

  • Develop business across all field channels within commercial and non-commercial segments; Midscale, QSR, Healthcare, Lodging, C&U etc

  • Lead and train team to partner with restaurant executives and chefs to develop and grow their business

  • Lead and train team to partner with DistributorPartnersto accelerate their market growth through training & collaborating with their Sales teams and executing marketing programs.

  • Winning customers across all channels with the appropriate level of trade and resources.  

Main Accountabilities

  • Accountable forleading your team todeliver business target for the assigned Regionfor Independent Operators, Chains,and Trade Partners

TradeDistributorCustomer

  • Lead the implementation of theContact Matrixfor Key Trade customers with a Squad approach (where possible)for more effective customer management 

  • Develop and execute Joint Business Planning (JBPs) withSelectedTrade partners including Trade Term agreement, Sell out activities and DSRs & Trade team engagement & KPIs (Sell-out, Reach,Penetration, eCom, Digital Reach etc). 

  • Engage trade customers togain alignment for Secondary Sales Data (SSD)partnerships with proof of value addition i.e. Traffic generation towards Trade Webshop via UFS campaigns.

Independent Operators & Chains: 

  • Coach and develop team to Build & Nurture relationships with Key Chain Customers & Independent Operators & Implement Contact Matrix with a triangle model approach

  • Drive Independent Operator & Chain customers engagement as per defined contact strategy i.e. 80% virtual, 20% F2F via Customer Relationship Management. Use data driven recommendations for reach &Penetration

  • ConductVirtual Sampling, Ideation, Cooking Demousing culinary knowledge to secure new opportunities or increase volume usage by new menu applications or into existing dishes

  • Implementand executeCustomer Business Plan with selectedkeyChains customers 

Digital, Data & eCom 

  • Accountable for Implementation and execution of all UFS digital tools within Territory/Area 

  • Continuously enrich UFS customer data for more personalized campaigning 

  • Follow up on Leads (based on Marketo Leads scoring &TargetingModel)for 100 engagement & KPI delivery

  • Drive customer digital engagement for UFS Digital platforms & Campaigns (UFS.Com, UFS Academy, Social Media engagement, UFS webinars)

  • Drive digital buying behavior via ecommerce platforms (Webshop/trade Partner Webshop/pure players) 

  • Lead category approach for Trade web shop for UFS business growth via joint campaigning with DT marketing & trade teams

Key Skills

  • Strategic Selling skills 

  • Impactful Virtual Customer Engagement

  • Full understanding of all Customers & UFSProductsolutions

  • Business Insights to Activation Solution Selling

  • Familiarity of UFS CD Cycle

  • Customer Business Planning& Win & Retail

  • Chefman-ship

  • Business Acumen 

  • Commercial Skills 

  • Negotiation Skills 

  • Digital& ITskills IncludingeCom,Salesforce,Marketo

  • Data &Analytical Skills-Ability to use data driven insights for execution

  • Basic Key Account Management 

  • Agility – Ability to adapt &Drivethe change and flexibility to pivot self & others towards business requirements

  • Strong Communication Skills. Ability to use all company digital tools for external & internal communications 

  • Knowing the Business: The ability to demonstrate awareness of the food industry, its markets 

Relevant Experience

Essential:

  • 3-5years of working experience inthe foodservice industry

  • Proven track record in sales, preferably in the Foodservice Industry

  • Understanding / experience of use of Digital &Social mediain selling.

Desirable:

  • Passion for Food and the OOH industry 

  •  Industry knowledge for Trade Customers

Leadership Behaviors

  • Purpose &Service:works from purpose for the good of others.

  • Personal Mastery: always brings their best self.

  • Agility: constantly curious & courageous. 

  • Business Acumen: generates value in channels & customers.

  • Consumer Love: creates better futures for our consumers, every day. 

  • Passion for High Performance: inspires the energy needed to win & grow.

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Unilever is an organization committed to diversity and inclusion to drive our business results and create a better future every day for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, or other applicable legally protected characteristics by federal, state, or local law. For more information, please seeEqual Employment Opportunity Posters

Equal Opportunity/Affirmative Action Employer Minorities/Females/Protected Veterans/Persons with Disabilities

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.

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