Territory Development Manager-Orlando

Unilever

1d•$71,400 - $107,200•Hybrid

About The Position

Unilever Food Solutions (UFS) is seeking a Territory Development Manager to drive sustainable business growth via Independent Operators and Trade Partner engagement. This role is part of an integrated digital ecosystem designed to foster growth with new and existing customers. The Territory Development Manager will leverage data and CRM tools to plan and execute sales calls, establish themselves as a valuable partner, and increase market share within their assigned territory. Key accountabilities include meeting business targets for Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations to both Operators and Distributor Trade Partners. The role involves executing a multi-touchpoint contact strategy, both online and face-to-face, to generate demand for Food Solutions Products and ensure a positive customer experience, including providing virtual culinary consultations.

Requirements

Hunter mentality with ambition to create new demand (70% Hunting vs 30% Farming).
Fast adopter of contemporary technology and proficient in using AI in day-to-day life.
Highly proficient in MS Office including Power BI and Excel.
Entrepreneurial mindset to proactively create mutually beneficial solutions.
Curious and constantly learning from the market to stay ahead of food trends.
Ability to sell Premium Brands with Superiority Selling stories and Culinary Solutions outside center of the plate.
2+ years of CPG Foodservice Sales Experience (B2B Sales).
Bachelor's degree in Business or related field.
Culinary/Chef Selling Experiences.
Network of Existing Foodservice Operator Partners.
Distributor Sales or Ingredient Sales or Broker Sales Experiences.
CRM (Salesforce) experience.
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 (Spanish, Mandarin, Italian) is a plus.

Responsibilities

Drive sustainable business growth via Independent Operators and Trade Partner engagement.
Utilize data and CRM tools to plan and execute sales calls.
Establish yourself as a valuable partner and grow market share in your territory.
Deliver business targets such as Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations.
Execute a multi-touchpoint contact strategy online and face-to-face for demand generation.
Deliver a great customer experience.
Provide virtual culinary consultation to targeted operators.
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
Utilize Data 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.
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.