Territory Development Manager-Unilever Food Solutions
Location: Remote- San Francisco, CA
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 growthobjectives, 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 foreveryone 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. Ourglobalambition is toreach to3million operators by 2030via an online & off-line contact strategy.Within the US, the focus of UFSCustomer Development and Marketing is to engage with customersin unique and specific waysto 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 responsibleto drivesustainable business growth via Operators, Chains and Trade Partner engagement. You will be part of a multi-touchpoint integrated digital ecosystem to drivegrowth with new customers (Reach)¤t customers(Penetration).You will usedata and CRM tools toplanand executesalescalls toestablishyourself as a valuable partner and grow market share in your territory.
You will be accountable for delivering business targetslike Sales Growth, Reach & Penetration, Digital Engagement, and customer presentationswith both Operators and Distributor Trade Partners.You areResponsible to execute Multi touchpoint contact strategy online 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’sa 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 Territoryi.e.Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling etc.
ImplementfullKey Account Management approach. Execute CBP, Win &Retainfunnel, Contact Matrix and execute Multi touchpoint contact strategy on and off-line.i.e.20% Online Calls & 80% F2F Calls
Key Activities
Using Dat to convertBusiness Insightsinto Activation Solution Selling
UtilizeMarketTrends tocreateConcept Solution Selling
Gain insight and lead customersto the right solution
Network to key customer stakeholders to engage the right decision makers
PreparevisitswithsolutionrecommendationandutilizeCRM Salesforce systemto 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 onpreviouscallstoensure opportunities progress to the sale close.
Secure and coordinate customerOrderseach month to ensure growth is on target
Meet withDistributors/Trade Partners to expand assortment, align on priorities andsource leads for customer follow through
Build & Nurture relationships withlocalDistributor 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 Promotionswithcustomerrelated tokey seasons and events
Ensuretimelysubmission & settlement of claims
Critical Skills Required for the Role
You are aHunterwith bigAmbition. Youseekeffectiveways to createNew Demand (70% Hunting vs30% Farming)
Youare a fast adopter ofContemporary technologyand are already using AI in your day-to-day life. You are highly proficient inMS officeincluding Power BI and Excel
You areEntrepreneurialandproactively create mutually beneficial solutionsfor UFS and your customers
You are Curiousand are constantly learning from theMarketon how to stay ahead of thefood trends in your market
You know how to sell Premium Brands withSuperiority Sellingstories and CulinarySolutionsoutside center of the plate
Bilingualis a plus(Spanish, Mandarin)
EssentialExperiences
CPG Foodservice Sales Experience (B2B Sales)
Culinary/Chef Selling Experiences
Network of ExistingFoodserviceOperator Partners
Distributor Sales or Ingredient Sales or Broker Sales
ExperiencesCRM (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,PerformanceAND 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 | FocusOnSustainability
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.
Equal Opportunity / Affirmative Action Employer Minorities / Females / Protected Veterans/ Persons with Disabilities
For office-based, Research & Development, and remote positions, proof of COVID-19 vaccinationis required tobe eligible for employment. Religious and/or medicalaccommodationswill be considered on a case-by-case basis.
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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. All qualified applicants will receiveconsideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis ofdisability.Formore information, please seeEqual Employment Opportunity Posters
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 ofassistanceat any time during our recruitment process, please contact us atNA.Accommodations@unilever.com. Please note: This email is reserved for individuals with disabilities in need ofassistanceand is not a means of inquiry about positions or application statuses.
Pay: The pay range for this position is $69,360 to $104,040. Unilever takes into consideration a wide range of factors that areutilizedin 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 toparticipatein 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. Anycoveragesfor health insurance and retirement benefits will bein accordance withthe terms and conditions of the applicable plans and associated governing plan documents.
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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 NA.Accommodations@unilever.com. 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.
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