Territory Sales Officer - Horeca

Hindustan Unilever (HUL); United States; Remote; USD 52,000 - 90,000; Full time

Job summary

Hindustan Unilever (HUL) invites applications for Territory Sales Officer (TSO) to drive profitable sales growth in the HoReCa sector across the assigned territory; will manage distributors, develop HoReCa customers, ensure product availability, and execute category growth initiatives.

The role emphasizes achieving sales targets, building relationships with Hotels, Restaurants, Caterers and QSRs, and using CRM tools to track performance.

Qualifications

• 2 to 6 years of sales experience in FMCG, HoReCa, or hospitality.
• Experience in distributor management and channel sales.
• Exposure to Hotels, Restaurants, Catering and QSR business preferred.
• Graduate in any discipline; MBA preferred.

Responsibilities

• Achieve monthly, quarterly, and annual sales targets.
• Manage and develop distributors; monitor stock and ROI.
• Drive primary and secondary sales in HoReCa sector.
• Identify and acquire HoReCa accounts; conduct product demos.
• Execute promotions and category growth initiatives.
• Utilize CRM and report weekly performance.

Skills

Distributor management

Sales skills

HoReCa sales

CRM tools

Data analysis

Education

Graduate in any discipline

MBA preferred

Tools

CRM platforms

Digital sales tools

Job description

Note: Candidate with Dehradun Regional experience & HORECA experience will only be considered.

Job Description

Position: Territory Sales Officer (TSO)

Business Unit

Unilever Food Solutions (UFS)

Function

Sales

Location

Territory Based

Reporting To

Area Sales Manager / Regional Sales Manager

Purpose of the Role

Drive profitable sales growth for Unilever Food Solutions within the assigned territory by managing distributors, developing HoReCa customers (Hotels, Restaurants, Caterers, Cafs, QSRs, Institutions), ensuring availability of UFS products, executing category growth initiatives, and delivering primary and secondary sales objectives.

Key Responsibilities

1. Sales Delivery & Business Growth

Achieve monthly, quarterly, and annual sales targets.
Deliver primary sales through distributors and secondary sales through customer conversions and repeat purchases.
Drive growth across strategic UFS categories such as Seasonings, Sauces, Dressings, Soups, Desserts, and Culinary Solutions.
Increase market share and numeric distribution within the assigned territory.
Ensure effective execution of sales plans and promotional programs.

2. Distributor Management

Appoint, manage, and develop distributors in line with company guidelines.
Drive distributor capability and profitability.
Monitor distributor stock levels, inventory norms, and replenishment cycles.
Conduct monthly distributor reviews to improve business performance.
Track distributor ROI, sales productivity, and service levels.

3. Primary Sales Management

Achieve monthly primary sales targets by driving replenishment orders from distributors.
Monitor stock health, inventory ageing, and availability of key SKUs.
Ensure optimum stock days and minimize out-of-stock situations.
Forecast demand and align with supply chain teams for seamless product availability.
Track purchase trends and maintain sales momentum throughout the month.

4. Secondary Sales & Customer Development

Build and expand business with Hotels, Restaurants, Caterers, QSRs, Cafs, Cloud Kitchens, and Institutional customers.
Conduct regular customer visits and relationship-building activities.
Drive chef engagement, menu innovation discussions, and concept selling initiatives.
Increase customer penetration and wallet share.
Ensure repeat business through superior customer service and solution selling.

5. HoReCa Account Management

Identify and acquire new HoReCa customers.
Develop business plans for key accounts within the territory.
Conduct product demonstrations and culinary presentations alongside Chef Consultants.
Understand customer menu requirements and recommend appropriate UFS solutions.
Negotiate commercial terms within approved company guidelines.

6. Execution Excellence

Ensure visibility and implementation of UFS promotional campaigns.
Execute category growth programs, chef workshops, and customer activations.
Drive product launches and new SKU placements.
Monitor competition activities and share market intelligence.

7. Financial & Commercial Management

Monitor collections and outstanding receivables.
Ensure adherence to credit policies.
Maintain distributor financial hygiene.
Control trade spends and promotional investments within approved budgets.

8. Data Analytics & Reporting

Track sales performance, productivity, and market coverage.
Maintain accurate customer database and sales records.
Prepare weekly and monthly business reviews.
Analyze business trends and recommend corrective actions.
Utilize digital sales tools and CRM platforms for territory management.

Key Performance Indicators (KPIs)

Primary Sales Achievement (%)
Secondary Sales Achievement (%)
Territory Growth (%)
Category Growth
Distributor ROI & Productivity
Numeric Distribution
Customer Acquisition
Active Customer Base
SKU Penetration
Collection Efficiency
Stock Days & Availability
New Product Launch Performance

Desired Candidate Profile

Education:

Graduate in any discipline.
MBA preferred.

Experience:

2 to 6 years of sales experience in FMCG, Food Service, HoReCa, Institutional Sales, or Hospitality Sales.
Experience in distributor management and channel sales.
Exposure to Hotels, Restaurants, Catering, and QSR business preferred.