Territory Development Manager - Jacksonville

Unilever

2d•$71,400 - $107,200•Onsite

About The Position

This role is for a Territory Development Manager to join the UFS North America business based in Jacksonville, Florida. The primary responsibility is to drive sustainable business growth through engagement with Operators, Chains, and Trade Partners. The role involves delivering business targets and executing a multi-touchpoint contact strategy, both online and face-to-face, to generate demand for Food Solutions Products and ensure a seamless customer experience. The position is part of Unilever Food Solutions (UFS), the foodservice division of Unilever, which is accelerating its digital transformation to fuel growth through data-driven and technology-enabled Go-to-Market capabilities. The goal is to reach 3 million operators by 2030 via an online & offline contact strategy. The Territory Development Manager will use data and CRM tools to plan and execute sales calls, establish themselves as a valuable partner, and grow market share within their territory. They will be accountable for delivering business targets such as Sales Growth, Reach & Penetration, and Digital Engagement, and will provide virtual culinary consultations to targeted operators.

Requirements

2 to CPG Foodservice Sales Experience (B2B Sales)
Bachelor´s, Associate´s degree or related
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
Hunter with big Ambition (70% Hunting vs 30% Farming)
Fast adopter of Contemporary technology and already using AI in day-to-day life.
Highly proficient in MS office including Power BI and Excel
Entrepreneurial and proactively create mutually beneficial solutions for UFS and your customers
Curious and constantly learning from the Market on how to stay ahead of the food trends in your market
Know how to sell Premium Brands with Superiority Selling stories and Culinary Solutions outside center of the plate

Nice To Haves

Bilingual is a plus (Spanish, Mandarin, Italian)

Responsibilities

Drive sustainable business growth via Operators, Chains and Trade Partner engagement.
Deliver business targets for the assigned Territory including Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling etc.
Execute Customer Business Plans (CBP), Win & Retain funnel, Contact Matrix and execute Multi touchpoint contact strategy on and off-line.
Convert Business Insights to Solution Selling to highlight Unilever’s ability to be ahead of the food trends.
Gain insight and lead customers to the right solution by preparing recommendations specific to their menu, kitchen operation and consumer.
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.
Implement promotions by ensuring adequate stock availability and customer related activity to drive Sell-out.
Ensure timely submission & settlement of distributor trade claims.
Engage 100% on automated warm leads & targeted leads driven via CRM.
Drive conversion of leads in territory.
Achieve penetration strike rate target 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.
Continuously enrich all operator data to ensure personalized content.
Implement Omni channel (On and Offline) contact strategy for your territory.
Use data to convert Business Insights into Activation Solution Selling.
Utilize Market Trends to create Concept Solution Selling.
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.
Implement Promotions with customer related to key seasons and events.
Ensure timely submission & settlement of claims.