Lead Generation Specialist- Boston

Unilever•Boston, MA

2d•Remote

About The Position

Lead Generation Specialist-Unilever Food Solutions Location: Remote WL: 1A Unilever Food Solutions Overview 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 in marketing a range of professional food and beverage products and services to operators across 22 Multi Country Organizations (MCOs) in 72 countries. The focus of UFS marketing and sales is to engage with chefs & customers to create superior customer solutions on the menu and in the kitchen. UFS differentiates itself versus discount brands with superior products and brands that create unmatched total customer value. 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 3 million global operators in the coming years via an online & off-line contact strategy. UFS aspires to lead our business into the digital frontier ahead of industry competitors 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. We aim to grow, win market share and expand the reach of our business. Job Purpose: As a Lead Generation Specialist, you will be a key member of a market sales team tasked to drive sustainable business growth via new Operators wins in a specific geographic market and as fundamental efforts to ensure your success you will: • Help shorten the sales cycle by creating new contacts with targeted restaurant and non-commercial accounts with the intent to bring new culinary inspiration to their menus. • Develop a collaborative calendar process with the Territory Development Managers in the market to bring new customer meetings into their schedules and prepare them for successful culinary ideations • Follow through with marketing action plans ABM (Account Based Marketing) where customer leads need to be contacted after responding to UFS marketing campaigns • Create Penetration playbook, build basket affinities for Citadel • Conduct Analysis using sales data and Trade Partner Playbooks to create priority customer urgent actions for customers at risk of lapsing and customers on the verge of becoming loyal customers • Utilize Salesforce, Firefly to better target non-commercial operator leads in Education and Entertainment channels. Connect with and secure new meetings with key stakeholders • Support the unique Operator Group in your market by helping design action and engagement plans with TDMs. (example: NYC / Deli) • Accountable for helping the region deliver business targets in Sales $, Reach & Penetration, and market share for operators and reduce average sales cycle by 25% • Provide virtual culinary consultation to targeted operators as you contact them to further interest in business partnerships • 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 • Build & Nurture relationships with key Trade Partners and local Distributor Sales Rep’s • Implement Contact Matrix for Key Trade customers with a Squad approach (where possible) for more effective customer management • 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 Digital & Data Responsibilities: • Engage on automated warm leads & targeted leads driven via CRM (Salesforce) • Drive conversion of leads in territory • Grow penetration strike rate target achievement based on SKU prioritization. • Data Enrichment – continuously enrich all operator data to ensure personalized content • Implement Omni channel (On and Offline) contact strategy for your territory

Requirements

2-3 years of working experience preferably in the Foodservice Industry
Proven track record in sales, preferably in the Foodservice Industry
Digital & Data analysis, compiling action plans from insights
Strong working knowledge of Excel, MS Office, Power BI

Responsibilities

Help shorten the sales cycle by creating new contacts with targeted restaurant and non-commercial accounts with the intent to bring new culinary inspiration to their menus.
Develop a collaborative calendar process with the Territory Development Managers in the market to bring new customer meetings into their schedules and prepare them for successful culinary ideations
Follow through with marketing action plans ABM (Account Based Marketing) where customer leads need to be contacted after responding to UFS marketing campaigns
Create Penetration playbook, build basket affinities for Citadel
Conduct Analysis using sales data and Trade Partner Playbooks to create priority customer urgent actions for customers at risk of lapsing and customers on the verge of becoming loyal customers
Utilize Salesforce, Firefly to better target non-commercial operator leads in Education and Entertainment channels. Connect with and secure new meetings with key stakeholders
Support the unique Operator Group in your market by helping design action and engagement plans with TDMs. (example: NYC / Deli)
Accountable for helping the region deliver business targets in Sales $, Reach & Penetration, and market share for operators and reduce average sales cycle by 25%
Provide virtual culinary consultation to targeted operators as you contact them to further interest in business partnerships
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
Build & Nurture relationships with key Trade Partners and local Distributor Sales Rep’s
Implement Contact Matrix for Key Trade customers with a Squad approach (where possible) for more effective customer management
Engage on automated warm leads & targeted leads driven via CRM (Salesforce)
Drive conversion of leads in territory
Grow penetration strike rate target achievement based on SKU prioritization.
Data Enrichment – continuously enrich all operator data to ensure personalized content
Implement Omni channel (On and Offline) contact strategy for your territory