Territory Development Manager

Unilever

1d•$69,360 - $104,040•Remote

About The Position

Territory Development Manager-Unilever Food Solutions Location: Remote - NY 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 Operators, Chains 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 Build & Nurture relationships with local Distributor Sales Rep’s (DSRs) 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

Requirements

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
CPG Foodservice Sales Experience (B2B Sales)
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

Nice To Haves

Bilingual is a plus (Spanish, Mandarin)

Responsibilities

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
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
Build & Nurture relationships with local Distributor Sales Rep’s (DSRs)
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