Territory Development Manager

Territory Development Manager - Unilever Food Solutions

Location: Remote – Kansas City

Unilever Food Solutions (UFS) is the €3bn+ food service division of Unilever, leading the dynamic Food Service market across 72 countries. UFS creates value for customers through culinary solutions that improve the food experience for everyone from distributors and operators to diners and consumers. The division is accelerating its digital transformation to fuel growth through data‑driven and technology‑enabled Go‑to‑Market capabilities, aiming to reach 3 million operators by 2030.

Salary: $69,360 – $104,040 per year (dependent on experience, skills, and qualifications).
Bonus: Position is bonus eligible.
Long‑Term Incentive: Position is LTI eligible.

Unilever employees can choose from a broad benefits plan that includes health insurance (prescription drug, dental, and vision), retirement savings, life and disability insurance, parental leave, paid vacation, holidays, and voluntary benefits. Benefits are governed by the applicable plan documents.

As a Territory Development Manager you will drive sustainable business growth by engaging operators, chains, and trade partners. You will manage a multi‑touchpoint digital ecosystem to grow new customers (reach) and deepen accounts (penetration). Your responsibilities include using data and CRM tools to plan and execute sales calls, actively growing market share in your territory, delivering business targets such as sales growth, digital engagement, and customer presentations, and providing virtual culinary consultations to targeted operators.

• Use data to turn business insights into activation and solution selling.
• Leverage market trends to create concept‑solution selling pitches.
• Gain insight and lead customers to the right solution.
• Network with key customer stakeholders to engage decision makers.
• Prepare visit plans with solution recommendations and use Salesforce to manage workflow and the market funnel.
• Conduct face‑to‑face and virtual sampling, ideation, and cooking demos to secure new opportunities or increase usage through menu applications.
• Follow up on previous calls to ensure opportunities progress to closure.
• Secure and coordinate customer orders each month to achieve growth targets.
• Meet with distributors/trade partners to expand assortment, align priorities, and source leads for follow‑through.
• Build and nurture relationships with local distributor sales reps.
• Implement a contact matrix for key trade customers with a squad approach for more effective management.
• Engage trade customers to align on secondary sales data.
• Implement promotions related to key seasons and events.
• Ensure timely submission and settlement of claims.

• Hunter mentality with a 70/30 blend of hunting for new demand and farming existing accounts.
• Fast adopter of contemporary technology, routinely incorporating AI into daily work.
• Proficient in MS Office, Power BI, and Excel.
• Entrepreneurial mindset, proactively creating mutually beneficial solutions.
• Curiosity and continuous learning to stay ahead of market trends.
• Ability to sell premium brands with superiority selling stories and culinary solutions outside the center of the plate.
• Bilingual is a plus (Spanish, Mandarin).

• CPG food service B2B sales experience.
• Culinary or chef selling experience.
• Network of existing food service operator partners.
• Distributor, ingredient, or broker sales experience.
• CRM experience (Salesforce).
• Operator experience.
• Market and geographical knowledge.
• Food university background (CIA, Food & Hospitality).
• Experience in a multinational corporate environment with a clear understanding of corporate ways of working.

• Caring deeply.
• Positive tensions for bigger outcomes, fairness, and transparency.
• Staying three steps ahead of the market.
• Building future while delivering today; think big, simplify, commit, lead, shape, disrupt.
• Delivering with excellence.
• Pride in execution, best in reality, developing breakthrough solutions.
• Focusing on what matters most.
• Fewer bigger things; fight for what matters most; challenging and debating the right…