Territory Development Manager-Orlando

Unilever Food Solutions (UFS) is the €3bn+ foodservice division of Unilever, leading the dynamic Food Service market across its categories with ambitious growth objectives. We market a range of professional food and beverage products and services to operators in 72 countries, creating value 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, aiming to reach 3 million operators by 2030 via an online and offline contact strategy.

About the role

As a Territory Development Manager, you will 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) and current customers (Penetration). Using data and CRM tools, you will 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 such as Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations with both Operators and Distributor Trade Partners.

Responsibilities

• Execute a multi-touchpoint contact strategy (online and face-to-face) to generate demand for Food Solutions products and deliver a great customer experience.
• Provide virtual culinary consultation to targeted operators.
• Engage with Local Chain Account and Operator Customers to deliver business targets for your assigned territory, including Turnover, Reach & Penetration, Digital Engagement, Fully Profiled Operators (FPO), Demos, and Sampling.
• Implement a full Key Account Management approach, including the CBP, Win & Retain funnel, Contact Matrix, and execute a multi-touchpoint contact strategy (20% online calls, 80% face-to-face calls).
• Use data to convert business insights into activation and solution selling, leveraging market trends to create concept solutions.
• Network with key customer stakeholders to engage the right decision-makers.
• Prepare visits with solution recommendations and utilize the CRM Salesforce system to manage workflow and the overall market funnel.
• Conduct face-to-face and virtual sampling, ideation, and cooking demos using culinary knowledge to secure new opportunities or increase volume usage.
• Use relevant selling stories to deliver revenue savings or efficiency improvements from UFS solutions.
• Follow up on previous calls to ensure opportunities progress to sale closure.
• Secure and coordinate customer orders each month to ensure growth targets are met.
• Meet with Distributors/Trade Partners to expand assortment, align on priorities, and source leads for customer follow-through.
• Implement a 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 customers related to key seasons and events.
• Ensure timely submission and settlement of claims.

Requirements

• 2+ years of CPG Foodservice Sales experience (B2B Sales).
• Bachelor’s, Associate’s degree, or related Culinary/Chef Selling experience.
• Existing network of Foodservice Operator Partners.
• Distributor Sales, Ingredient Sales, or Broker Sales experience.
• CRM (Salesforce) experience.
• Operator experience or market/geographical knowledge.
• Food University background (e.g., CIA, Food & Hospitality).
• Experience in a multi-national corporate company, understanding corporate ways of working.

Skills

• Hunter mentality with a focus on creating new demand (70% Hunting vs. 30% Farming).
• Fast adopter of contemporary technology, including AI in day-to-day life.
• Highly proficient in MS Office, including Power BI and Excel.
• Entrepreneurial mindset with the ability to proactively create mutually beneficial solutions for UFS and customers.
• Curiosity and constant learning to stay ahead of food trends in your market.
• Ability to sell premium brands with superiority selling stories and culinary solutions outside the center of the plate.
• Bilingual skills (Spanish, Mandarin, Italian) are a plus.

Our Culture

• Caring Deeply: Fairness, transparency, performance, and care.
• Staying Three Steps Ahead: Build the future while delivering today; think big, simplify, commit, and lead.
• Shape & Disrupt the Market: Deliver with excellence, pride in execution, best-in-reality solutions, and breakthrough developments.
• Focusing on What Matters Most: Fewer, bigger things; fight for what matters most; challenge and debate the right choices.

Benefits

• 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.
• Access to numerous voluntary benefits.
• Culture for Growth and top-notch employee health & well-being benefits.
• Global reach and world-class career development programs.
• Focus on sustainability.

Pay

The pay range for this position is $71,400 to $107,200. Unilever considers a wide range of factors in making compensation decisions, including skill sets, experience, training, licensure, certifications, qualifications, education, and other business and organizational needs. This position is also bonus eligible.