Territory Development Manager

Territory Development Manager

Location: Remote
- Nashville, TN

Unilever Food Solutions (UFS) is the €3bn+ 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 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
: $69,360 to $104,040.

Bonus
:
This position is bonus eligible.

Long‑Term Incentive (LTI):
This position is LTI eligible.

Unilever employees are eligible to participate in our benefits plan. Benefits include 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. Coverage for health insurance and retirement benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.

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) and existing 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 such as 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 and delivering a great customer experience. You will provide virtual culinary consultation to targeted operators.

Engage with Local Chain Account and Operator Customers, and be accountable for delivering business targets for the assigned Territory:
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.

• Using data 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 with 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…