Territory Development Manager  -  Unilever Food Solutions   

Location:   Remote - [Salt Lake City, UT]  

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 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.  

Pay : The pay range for this position is  $69,360 to $104,040 . 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   

Purpose of the Role   

As a   Territory Development Manager , you will   be responsible  for   driving sustainable business growth via Operators, Chains 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 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’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 contact strategy on and off-line.  i.e. 20% Online Calls & 80% F2F Calls    

Key Activities  

• 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     

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)  

Essential Experiences   

• 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   

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     

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 vaccination  is required to be eligible for employment. Religious and/or medical accommodations will 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 receive consideration 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   based on disability.   For more information, please see  Equal 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 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.  

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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.

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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