Territory Development Manager-Orlando

About 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 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.

Responsibilities

• 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
• Use data to convert Business Insights into Activation Solution
• 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 alignment for Secondary Sales Data (SSD)
• Implement Promotions with customer related to key seasons and events
• Ensure timely submission & settlement of claims

Qualifications

• 2 to 5 years 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

Skills

• Hunter with big Ambition; effective ways to create New Demand (70% Hunting vs 30% Farming)
• Fast adopter of Contemporary technology and AI in day-to-day life
• Highly proficient in MS Office including Power BI and Excel
• Entrepreneurial; proactively create mutually beneficial solutions for UFS and customers
• Curious; constantly learning from the Market on how to stay ahead of the food trends
• Ability to sell Premium Brands with Superiority Selling stories and Culinary Solutions outside center of the plate
• Bilingual is a plus (Spanish, Mandarin, Italian)

Pay

The pay range for this position is $71,400 to $107,200. 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.

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.