Territory Development Manager

Unilever•San Francisco, CA

About The Position

Our field sales team is the face-to face contact with our customers, delivering innovations, incentives, and solutions. This role offers a company vehicle as you will be managing a sales territory. As a Territory Development Manager, you will be responsible for driving sustainable business growth via Operators, Chains and Trade Partner engagement. You are accountable for delivering business targets and executing a multi touchpoint contact strategy online and face to face for generating demand for Food Solutions Products as you deliver a seamless customer experience. 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 including Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling etc. • Execute CBP (Customer Business Plans), Win & Retain funnel, Contact Matrix and execute Multi touchpoint contact strategy on and off-line. • Ability to convert Business Insights to Solution Selling to highlight Unilever’s ability to be ahead of the food trends • Gain insight and lead your customers to the right solution by preparing recommendations specific to their menu, kitchen operation and consumer. Demand Creation: Distributors/Trade Partners • 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 • Close collaboration with Food Solutions Trade & eComm team to implement promotions by ensuring adequate stock availability and customer related activity to drive Sell-out • Ensure timely submission & settlement of distributor trade claims. Digital & Data • Responsible for 100% engagement on automated warm leads & targeted leads driven via CRM • Drive conversion of leads in territory • Accountable for penetration strike rate target achievement 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 • Data Enrichment – continuously enrich all operator data to ensure personalized content • Implement Omni channel (On and Offline) contact strategy for your territory

Responsibilities

Engage with Local Chain Account and Operator Customers, and be accountable for delivering business targets for the assigned Territory including Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling etc.
Execute CBP (Customer Business Plans), Win & Retain funnel, Contact Matrix and execute Multi touchpoint contact strategy on and off-line.
Ability to convert Business Insights to Solution Selling to highlight Unilever’s ability to be ahead of the food trends
Gain insight and lead your 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
Close collaboration with Food Solutions Trade & eComm team to implement promotions by ensuring adequate stock availability and customer related activity to drive Sell-out
Ensure timely submission & settlement of distributor trade claims.
Responsible for 100% engagement on automated warm leads & targeted leads driven via CRM
Drive conversion of leads in territory
Accountable for penetration strike rate target achievement 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
Data Enrichment – continuously enrich all operator data to ensure personalized content
Implement Omni channel (On and Offline) contact strategy for your territory