Territory Development Manager - Chicago

Unilever•Chicago, IL

3d•$71,400 - $107,200•Remote

About The Position

Unilever Food Solutions (UFS) is the €3bn+ foodservice division of Unilever, leading the dynamic Food Service market with ambitious growth objectives. UFS markets professional food and beverage products and services to operators in 72 countries, focusing on creating value through culinary solutions. UFS is accelerating its digital transformation to fuel growth through data-driven and technology-enabled Go-to-Market (GtM) capabilities, aiming to reach 3 million operators by 2030 via an online & offline contact strategy. Within the US, UFS Customer Development and Marketing focuses on engaging customers in unique ways to generate demand for professional brands and create long-term value for partners. As a Territory Development Manager, you will be responsible for driving sustainable business growth through engagement with Operators, Chains, and Trade Partners. You will be part of an integrated digital ecosystem to drive growth with new (Reach) and current (Penetration) customers. Utilizing data and CRM tools, you will plan and execute sales calls to establish yourself as a valuable partner and grow market share within your territory.

Requirements

A minimum of 3 years of experience in similar and relevant positions within the market/industry.
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
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.

Nice To Haves

Bachelor’s degree preferred; candidates with substantial and relevant industry experience will also be considered.
Food University Background (CIA, Food & Hospitality)
Multi-National Corporate Company Experience – Understands Corporate Ways of Working
Bilingual is a plus (Spanish, English).

Responsibilities

Drive sustainable business growth via Operators, Chains and Trade Partner engagement.
Be accountable for delivering business targets like Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations with both Operators and Distributor Trade Partners.
Execute Multi-touchpoint contact strategy online and face-to-face for generating demand for Food Solutions Products & deliver great customer experience.
Provide virtual culinary consultation to targeted operators.
Engage with Local Chain Accounts 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 (20% Online Calls & 80% F2F Calls).
Use 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 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.