Regional Sales Manager- Chicago

Job Description

Location:

Chicago Unilever Food Solutions (UFS) is the $2.5bn+ food service 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 22 Multi Country Organizations (MCOs) in 72 countries. UFS is accelerating its digital transformation to fuel growth through data driven and technology enabled Go-to-Market (GtM) capabilities.

Our ambition is to reach to 2.5 million operators by 2030 via an online & off-line contact strategy. The focus of UFS marketing and sales is to engage with chefs & customers through an integrated communication system via visits by sales representatives and digital touchpoints like the  website / webshop, segmented & personalized campaigns and UFS apps. The new roles of marketing teams are more integrated in the digital ecosystem and are vital for a great operator & customer experience.

Who You Are And What You'll Do Asa Regional Sales Manager,you will be responsible tolead the execution of Unilever Food Solutions Customer engagement strategy offline & online with

Operator sand Trade Partnercustomers  to deliver business growth targets i.e. Turnover, Reach &Penetration. You will

• Lead, coach and developa
  
  Customer Development team
• Accountable for leading your team todeliver business target for the assigned Regionfor Independent Operators, Chains,and Trade Partners
• Full execution of UFS Annual Operating Plan and quarterly initiatives
• Lead and train team to expand reach to Regional Restaurant Chains (50 units)
• Manage Small Regional Chain accounts and develop sales opportunities at each customer
• Cultivate relationships withkey tier 2 and 3distributors to better promote Unilever Food Solution’s products
• Instill team commitment to lead management as a primary driver of business growth
• Develop business across all field channels within commercial and non-commercial segments
• Lead and train team to partner with restaurant executives and chefs to develop and grow their business
• Lead and train team to partner with Distributor Partners to accelerate their market growth through training & collaborating with their Sales teams and executing marketing programs.
• Winning customers across all channels with the appropriate level of trade and resources.

• Lead the implementation of the Contact Matrixfor Key Trade customers with a Squad approach (where possible) for more effective customer management
• Develop and execute Joint Business Planning (JBPs) with
  
  Selected
  
  Trade partners including Trade Term agreement, Sell out activities and DSRs & Trade team engagement & KPIs (Sell-out, Reach,Penetration, eCom, Digital Reach etc).
• Engage trade customers togain alignmentfor Secondary Sales Data (SSD) partnerships with proof ofvalue addition i.e. Traffic generation towards Trade Webshop via UFS campaigns.

• Coach and develop team to Build & Nurture relationships with Key Chain Customers & Independent Operators & Implement Contact Matrix with a triangle model approach
• Drive Independent Operator & Chain customers engagement as per defined contact strategy i.e. 80% virtual, 20% F2F via Customer Relationship Management. Use data driven recommendations for reach &Penetration
• Conduct Virtual Sampling, Ideation, Cooking Demousing culinary knowledge to secure new opportunities or increase volume usage by new menu applications or into existing dishes
• Implement and execute
  
  Customer Business Plan with selectedkey
  
  Chains customers

• Accountable for Implementation and execution of all UFS digital tools within Territory/Area
• Continuously enrich UFS customer data for more personalized campaigning
• Follow up on Leads (based on Marketo Leads scoring &Targeting Model) for 100 engagement & KPI delivery
• Drive customer digital engagement for UFS Digital platforms & Campaigns (, UFS Academy, Social Media engagement, UFS webinars)
• Drive digital buying behavior via ecommerce platforms (Webshop/trade Partner Webshop/pure players)
• Lead category approach for Trade web shop for UFS business growth via joint campaigning with DT marketing & tradeteams

• Strategic Selling skills
• Impactful Virtual Customer Engagement
• Full understanding of all Customers & UFSProductsolutions
• Business Insights to Activation Solution Selling
• Familiarity of UFS CD Cycle
• Customer Business Planning& Win & Retail
• Chefman-ship
• Commercial Skills
• Negotiation Skills
• Digital& ITskills Includinge Com,Salesforce,Marketo
• Data &Analytical Skills-Ability to use data driven insights for execution

• 6+ years of working experience inthe food service industry with proven track record in sales, preferably in the Food service Industry
• Understanding / experience of use of Digital &Social mediain selling.
• Passion for Food and the OOH industrya plus
• Industry knowledge for Trade Customers