National Accounts Manager - Distribution Execution

Unilever

6d•$86,080 - $129,120•Remote

About The Position

National Account Manager – Distribution Execution- Unilever Food Solutions Location: Remote USA 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 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. Pay: The pay range for this position is $86,080 to $129,120. 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. Long-Term Incentive (LTI): This position is LTI 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 coverage for health insurance and retirement benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents. Purpose of the Job Find your purpose at Unilever. This position is part of the Unilever Food Solutions (UFS) Corporate Distribution team where you will play a critical role in shaping the evolution of our execution strategy, primarily through national distributors such as US Foods, PFG and Gordon Food Service. As the National Account Manager for Distribution-Execution you will be rethinking the way we go to market, developing execution strategies and creating execution playbooks to drive reach and demand to deliver on our ambitious growth targets, with particular focus on street growth. You will report to the Head of Corporate Distribution and work closely with our Distributor National Account Managers on execution strategy, with cross-functional partners to enable execution plans, and with our Field sales teams to deliver execution with excellence. If you have an entrepreneurial mindset and are passionate about driving growth through execution, excel in leveraging data and insights to guide decisions that drive big results, and have the ability to inspire and influence cross-functional teams to deliver on execution this role is just for you.

Requirements

Bachelor’s degree required in a related field; MBA preferred
A minimum of 5 years’ experience in Foodservice sales
Demonstrated sales success with Foodservice Tier 1 distribution and execution through direct field sales or brokers, ideally with proven track record on driving street growth
Experience in annual/quarterly Execution Plan development and execution
Strategic thinker with strong relationship building skills who can influence and work effectively with members of various cross-functional teams in a highly collaborative manner
Data-driven; strong analytic skills and ability to make data-driven decisions to guide Execution Plan development
Ability to effectively partner with and influence various levels of management both internally and externally
Strong communication, negotiation and project management skills
Proficiency in excel spreadsheets and building sales reporting tools, and familiarity in using systems such as Blacksmith/Forge, Salesforce and Power BI
Ability to build compelling storytelling decks in PowerPoint
Financial acumen with a clear understanding of P&L
This is a remote role, but you must have the ability to travel around 25% of the time

Nice To Haves

MBA preferred

Responsibilities

Drive the execution evolution of UFS Corporate Distribution Team with an entrepreneurial mindset, rethinking our execution strategy with a multi-lever approach but primarily through our Field Sales Team and national distribution partners like US Foods, GFS and PFG.
Deliver industry leading growth in our key categories, with particular emphasis on street growth and driving efficient demand generation through our Field Sales Team.
Along with the Distributor National Account Managers, responsible for the co-development of Annual/Quarterly Execution Plans and execution of annual, national joint business plans (JBP) which align customer needs with the strategic priorities agreed by UFS leadership.
Ensure key UFS IBP and multiyear targets are being exceeded via Execution Plan.
Develop playbooks that enable Execution Plans to optimize field execution, stating clear goals, measurable KPI’s and appropriate tools and resources to enable flawless execution as well as accelerate adoption and speed of execution.
Lead the charge in leveraging newly acquired data tools to develop Execution Plans, arming the organization with data insights to understand performance and to inform decisions and prioritization of most impactful opportunities and execution activities.
Influence and hold Field Sales team accountable for Execution Plan delivery, ensuring quarterly tracking against KPIs and collaborating to identify new success pathways to adapt future execution.
Create synergy and excitement around Execution Plan by connecting initiatives to UFS strategic initiatives and Field Sales Team targets.
Establish UFS as a valued National Brand Supplier partner with best-in-class execution capability in 1) driving category growth, 2) leveraging data and insights to develop execution plans that drive mutual growth and 3) delivering flawless field sales execution.
Collaborate with cross-functional teams on development and enablement of Execution Plan activities.
Raise key issues, opportunities and resource requirements to UFS Leadership with commensurate speed and a strong sense of urgency.