Territory Development Manager-Orlando

Unilever; Englewood Cliffs (NJ); On-site; USD 95,000 - 140,000; Full time

Benefits offered by this job

Growth culture

Health benefits

Voice matters

Global reach

Life at Unilever

Career development programs

Space and amenities

Sustainability focus

Job summary

Unilever Food Solutions is seeking a Territory Development Manager to drive sustainable growth with Independent Operators and Trade Partners across a defined US territory. You will execute a multi-touchpoint strategy, combining digital outreach with face-to-face visits to grow market share and deepen partnerships.

You will use data, CRM tools, and culinary expertise to deliver on sales targets, provide virtual consultations, and present compelling solutions to operators and distributors,

Qualifications

• 2+ years in CPG foodservice sales (B2B).
• Bachelor’s or equivalent degree required.
• Culinary/chef selling experience preferred.
• Established network with foodservice operators.
• Distributor/sales or broker background advantageous.
• CRM experience (Salesforce) required.
• Operator experience beneficial.
• Strong market/geography knowledge.
• Food university background (CIA, Food & Hospitality) advantageous.

Responsibilities

• Drive sales targets: turnover, reach, penetration, digital engagement, and customer presentations.
• Execute multi-touchpoint contact strategy (online and F2F) to generate demand for UFS solutions.
• Plan visits using data insights and CRM to manage opportunities and funnel.
• Conduct virtual culinary consultations and in-person demos to secure new opportunities.
• Coordinate orders monthly to ensure growth targets are met.
• Engage distributors/trade partners to expand assortment and align on priorities.

Skills

Hunter mindset

Power BI

MS Office

Entrepreneurial

Market trend awareness

Premium brands selling

Bilingual (plus)

Education

Bachelor's or associate degree

Tools

Salesforce

Job description

Who We Are

Unilever Food Solutions (UFS) is the €3bn+ 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 72 countries. UFS prides itself on creating value for its customers through culinary solutions and improving the food experience for everyone from distributors and operators to diners and consumers.

UFS is accelerating its digital transformation to fuel growth through data driven and technology enabled Go-to-Market (GtM) capabilities. Our global ambition is to reach to 3 million operators by 2030 via an online & off-line contact strategy. Within the US, the focus of UFS Customer Development and Marketing is to engage with customers in unique and specific ways to generate demand for our professional brands and create long term value for our partners.

Purpose of the Role

As a Territory Development Manager, you will be responsible to drive sustainable business growth via Independent Operators, and Trade Partner engagement. You will be part of a multi-touchpoint integrated digital ecosystem to drive growth with new customers (Reach) & current customers (Penetration). You will use data and CRM tools to plan and execute sales calls to establish yourself as a valuable partner and grow market share in your territory.

You will be accountable for delivering business targets like Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations with both Operators and Distributor Trade Partners. You are Responsible to execute Multi touchpoint contactstrategyonline and face to face for generating demand for Food Solutions Products & deliver great customer experience. You will provide virtual culinary consultation to targeted operators.

It is an exciting role and a great development opportunity for an ambitious and motivated individual. It’s a role where the right individual can really make a difference

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 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 contactstrategyon and off-line. i.e. 20% Online Calls & 80% F2F Calls

Key Activities

• Using Dat to convert Business Insights into ActivationSolution 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


• Implement Contact Matrix for Key Trade customers with a Squad approach (where possible) for more effective customer management


• Engage trade customers to gain alignmentfor Secondary Sales Data (SSD)


• Implement Promotions with customer related to key seasons and events


• Ensure timely submission & settlement of claims

Critical Skills Required For The Role

• 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


• Bilingual is a plus (Spanish, Mandarin, Italian)

Essential Experiences

• 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

Our Culture

• Caring Deeply


• Positive Tensions for Bigger Outcomes, Fairness and Transparency, Performance AND care


• Staying Three Steps Ahead of the Market


• Build Future While Delivering today, Think Big simplify, commit, Lead Shape Disrupt Mkt


• Delivering with Excellence


• Pride in our Execution, Best in Reality, Developing Breakthrough solutions


• Focusing on What Matters Most


• Fewer Bigger Things, Fight for What matters most, Challenging and Debating Right Choices

What We Can Offer You

• Culture for Growth


• Top Notch Employee Health & Well Being Benefits


• Every Voice Matters


• Global Reach


• Life at Unilever


• Careers with Purpose


• World Class Career Development Programs


• Check Out Our Space


• Focus On Sustainability

Equal Opportunity / Aff...erative Action Employer Minorities / Females / Protected Veterans/ Persons with Disabilities

Unilever is an organization committed to diversity and inclusion to drive our business results and create a better future every day for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business.

For office-based, Research & Development, and remote positions, proof of COVID-19 vaccination is required to be eligible for employment. Religious and/or medical accommodations will be considered on a case-by-case basis.

Employment is subject to verification of pre-screening tests, which may include drug screening, background check, credit check and DMV check.

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