Regional Sales Manager- Chicago

Unilever; Elgin (IL); On-site; USD 103,000 - 154,400; Full time

Benefits offered by this job

Health insurance

Retirement savings benefits

Paid vacation and holidays

Job summary

Unilever Food Solutions in Chicago is seeking a Regional Sales Manager to lead the execution of our customer engagement strategy offline and online with operators and trade partners to drive turnover, reach and penetration.

You will coach and develop a Customer Development team, expand regional restaurant chains, manage key distributors, and partner with chefs to grow business across all field channels using data-driven insights and digital tools like Salesforce and Marketo.

Qualifications

• 6+ years of experience in foodservice sales or related field.
• Experience with digital and social selling strategies.
• Ability to coach and lead a regional sales team.

Responsibilities

• Lead execution of customer engagement strategy offline and online.
• Develop and manage Trade and Independent Operators relationships.
• Drive business growth through regional accounts and major chains.
• Coordinate with distributors and marketing programs to accelerate growth.
• Lead and train teams to engage with restaurant executives and chefs.

Skills

Strategic Selling

Virtual Engagement

Customer Relationships

Digital & IT skills

Negotiation

Data-driven insights

Tools

Salesforce

Marketo

Job description

Job Description

Location: Chicago Unilever Food Solutions (UFS) is the$2.5bn+ foodservice division of Unilever. It leads the dynamic Food Service market across its categories and has ambitious growth objectives, marketing a range of professional food and beverage products and services to operators across 22 Multi Country Organizations (MCOs) in 72 countries. UFS is accelerating its digital transformation to fuel growth through data driven and technology enabled Go-to-Market (GtM) capabilities. Our ambition is to reach to 2.5 million operators by 2030 via an online & off-line contact strategy. The focus of UFS marketing and sales is to engage with chefs & customers through an integrated communication system via visits by sales representatives and digital touchpoints like the UFS.com website / webshop, segmented & personalized campaigns and UFS apps. The new roles of marketing teams are more integrated in the digital ecosystem and are vital for a great operator & customer experience.

Who You Are And What You'll Do

AsaRegional SalesManager,you will be responsible tolead the execution ofUnilever Food Solutions Customer engagement strategy offline & online withOperatorsandTradePartnercustomers to deliver business growth targets i.e. Turnover, Reach &Penetration. You will

• Lead, coach and developaCustomerDevelopmentteam
• Accountable forleading your team todeliver business target for the assigned Regionfor Independent Operators, Chains,and Trade Partners
• Full execution of UFS Annual Operating Plan and quarterly initiatives
• Lead and train team to expand reach to Regional Restaurant Chains (50 units)
• Manage Small Regional Chain accounts and develop sales opportunities at each customer
• Cultivaterelationships withkey tier 2 and 3distributors to better promote Unilever Food Solution’s products
• Instill team commitment to lead management as a primary driver of business growth
• Develop business across all field channels within commercial and non-commercial segments
• Lead and train team to partner with restaurant executives and chefs to develop and grow their business
• Lead and train team to partner with DistributorPartnersto accelerate their market growth through training & collaborating with their Sales teams and executing marketing programs.
• Winning customers across all channels with the appropriate level of trade and resources.

TradeDistributorCustomer

• Lead the implementation of theContact Matrixfor Key Trade customers with a Squad approach (where possible)for more effective customer management
• Develop and execute Joint Business Planning (JBPs) withSelectedTrade partners including Trade Term agreement, Sell out activities and DSRs & Trade team engagement & KPIs (Sell-out, Reach,Penetration, eCom, Digital Reach etc).
• Engage trade customers togain alignmentfor Secondary Sales Data (SSD)partnershipswith proof ofvalue addition i.e. Traffic generation towards Trade Webshop via UFS campaigns.

Independent Operators & Chains:

• Coach and develop team to Build & Nurture relationships with Key Chain Customers & Independent Operators & Implement Contact Matrix with a triangle model approach
• Drive Independent Operator & Chain customers engagement as per defined contact strategy i.e. 80% virtual, 20% F2F via Customer Relationship Management. Use data driven recommendations for reach &Penetration
• ConductVirtual Sampling, Ideation, Cooking Demousing culinary knowledge to secure new opportunities or increase volume usage by new menu applications or into existing dishes
• Implementand executeCustomer Business Plan with selectedkeyChains customers

Digital, Data & eCom

• Accountable for Implementation and execution of all UFS digital tools within Territory/Area
• Continuously enrich UFS customer data for more personalized campaigning
• Follow up on Leads (based on Marketo Leads scoring &TargetingModel)for 100 engagement & KPI delivery
• Drive customer digital engagement for UFS Digital platforms & Campaigns (UFS.Com, UFS Academy, Social Media engagement, UFS webinars)
• Drive digital buying behavior via ecommerce platforms (Webshop/trade Partner Webshop/pure players)
• Lead category approach for Trade web shop for UFS business growth via joint campaigning with DT marketing & tradeteams

Key Skills

• Strategic Selling skills
• Impactful Virtual Customer Engagement
• Full understanding of all Customers & UFSProductsolutions
• Business Insights to ActivationSolution Selling
• Familiarity of UFS CD Cycle
• Customer Business Planning& Win & Retail
• Chefman-ship
• Commercial Skills
• Negotiation Skills
• Digital& ITskills IncludingeCom,Salesforce,Marketo
• Data &Analytical Skills-Ability to use data driven insights for execution

What You'll Need to Succeed

• 6+ years of working experience inthe foodservice industry with proven track record in sales, preferably in the Foodservice Industry
• Understanding / experience of use of Digital &Social mediain selling.
• Passion for Food and the OOH industrya plus
• Industry knowledge for Trade Customers

Pay:

The pay range for this position is $103,000 to $154,400. Unilever takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs.

Bonus:

This position is bonus eligible.

Long-Term Incentive (LTI):

This position is LTI eligible.

Benefits:

Unilever employees are eligible to participate in our benefits plan. Should the employee choose to participate, they can choose from a range of benefits to include, but is not limited to, health insurance (including prescription drug, dental, and vision coverage), retirement savings benefits, life insurance and disability benefits, parental leave, sick leave, paid vacation and holidays, as well as access to numerous voluntary benefits. Any coverages for health insurance and retirement benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.

At Unilever, inclusion is at the heart of everything we do

We welcome applicants from all walks of life and are committed to creating an environment where everyone can thrive/succeed. All applicants will receive fair and respectful consideration, and we actively support the growth and development of every employee.

Unilever Is An Equal Opportunity Employer/Protected Veterans/Persons With Disabilities.

For more information on your federal rights, please see Know Your Rights: Workplace Discrimination is Illegal Employment is subject to verification of pre-screening tests, which may include drug screening, background check, credit check and DMV check. If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at [e-mail]. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses. The Protected Veterans or Individuals with Disabilities AAP narratives are available for inspection by any employee or applicant for employment Monday through Friday during normal business hours at establishment.