Territory Development Manager

ABOUT UNILEVER 

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world.   

At Unilever, your career will be a unique journey, grounded in our, collaborative, and flexible working environment. Our organizational ambition centers around creating workplaces that foster equity, diversity, inclusion and belonging across all aspects of our business. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.  



JOB PURPOSE 

Find your purpose at Unilever. You will lead innovations, big and small, that will make our business win and grow. You will learn from brilliant business leaders and colleagues in a truly global and diverse culture to ultimately become a better you.



Unilever Food Solutions (UFS) is the foodservice division of Unilever and 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 in over 70 countries. We work closely with businesses of all sizes, from independent restaurants to hotels, chains, and contract caterers.



UFS is accelerating its digital transformation to fuel growth through data driven and technology enabled Go-to-Market (GtM) capabilities. 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.



Who You Are & What You’ll Do:

Our field sales team is the face-to face contact with our customers, delivering innovations, incentives, and solutions. This role offers a company vehicle as you will be managing a sales territory.



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  

What You’ll Need To Succeed

4 year College Degree or Equivalent Culinary Degree and/or Corporate Experience

2+ years of experience in foodservice sales

Additional experience in the Culinary industry a plus!

Proven track record of developing strategic relationships with decision makers for both operator and distributor customers

Proficiency and drive to become a proficient user of our systems (Blacksmith/Forge, Salesforce.com, Power BI)

Negotiation skills and strong business acumen

Passion for driving results with a strong interest in the food industry.

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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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