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Unilever · 1 hour ago

Territory Development Manager

United States

Full-time

Remote

Mid Level

$69K/yr - $104K/yr

Unilever Food Solutions (UFS) is a leading foodservice division of Unilever, focused on driving growth in the food service market. The Territory Development Manager will be responsible for engaging with operators and trade partners to drive sustainable business growth and execute sales strategies to meet business targets.

ConsumerFast-Moving Consumer GoodsFood and BeverageManufacturingPersonal Care and Hygiene

Culture & Values

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

Qualification

B2B SalesCulinary KnowledgeCRM SalesforceMarket Trends AnalysisFoodservice Sales ExperienceMS Office ProficiencyEntrepreneurial MindsetNetworking SkillsCustomer Relationship ManagementBilingual SpanishBilingual Mandarin

Required

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

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