Unilever Deutschland Holding GmbH
Territory Development Manager- Charlotte, NC Charlotte, North Carolina
Unilever Deutschland Holding GmbH, Charlotte, North Carolina, United States, 28245
Territory Development Manager – Unilever Food Solutions
Location: Remote - Charlotte, NC
Who We Are Unilever Food Solutions (UFS) is the €3 bn+ foodservice 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.
Pay, Bonus, and LTI Pay range: $69,360 to $104,040. Bonus: This position is bonus eligible. Long‑Term Incentive (LTI): This position is LTI eligible.
Benefits Unilever employees are eligible to participate in our benefit 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, and access to voluntary benefits. Coverage is in accordance with the terms of applicable plans.
Purpose of the Role 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 current customers (Penetration). You will use data and CRM tools to plan and execute sales calls, establish yourself as a valuable partner, and grow market share in your territory.
Demand Creation Engage with Local Chain Account and Operator customers, and be accountable for delivering business targets for the assigned territory: Turnover, Reach & Penetration & digital, Fully Profiled Operators (FPO), Digital Engagement, Demos, Sampling, etc. Implement a full Key Account Management approach. Execute the CBP, Win & Retain funnel, Contact Matrix, and both online and offline multi‑touchpoint contact strategy (20% online calls & 80% face‑to‑face calls).
Key Activities
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 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 face‑to‑face 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 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 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 & settlement of claims
Critical Skills Required for the Role
You are a Hunter with big Ambition. You seek effective ways to create New Demand (70% Hunting vs 30% Farming)
You are a fast adopter of contemporary technology and are already using AI in your day‑to‑day life. You are highly proficient in MS Office including Power BI and Excel
You are entrepreneurial and proactively create mutually beneficial solutions for UFS and your customers
You are curious and are constantly learning from the market on how to stay ahead of the food trends in your market
You know how to sell Premium Brands with Superiority Selling stories and Culinary Solutions outside center of the plate
Bilingual is a plus (Spanish, Mandarin)
Essential Experiences
CPG Foodservice Sales Experience (B2B Sales)
Culinary/Chef Selling Experiences
Network of Existing Foodservice Operator Partners
Distributor Sales or Ingredient Sales or Broker Sales
Experience with CRM (Salesforce)
Operator Experience
Market/Geographical knowledge
Food University Background (CIA, Food & Hospitality)
Multi‑National Corporate Company Experience – Understands Corporate Ways of Working
Our Culture
Caring Deeply
Positive Tensions for Bigger Outcomes, Fairness and Transparency, Performance and Care
Staying Three Steps Ahead of the Market
Build Future While Delivering today, Think Big simplify, commit, Lead Shape Market Disrupt
Delivering with Excellence
Pride in our Execution, Best in Reality, Developing Breakthrough solutions
Focusing on What Matters Most
Fewer Bigger Things, Fight for What matters most, Challenging and Debating Right Choices
What We Can Offer You Culture for Growth | Top Notch Employee Health & Well Being Benefits | Every Voice Matters | Global Reach | Life at Unilever | Careers with Purpose | World Class Career Development Programs | Focus on Sustainability
Equal Opportunity & Employment Unilever is an organization committed to diversity and inclusion. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status or disability. For office‑based, Research & Development, and remote positions, proof of COVID‑19 vaccination is required to be eligible for employment. Religious and/or medical accommodations will be considered on a case‑by‑case basis.
Employment is subject to verification including drug screening, background check, credit check and DMV check.
If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at NA.Accommodations@unilever.com. This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses.
#J-18808-Ljbffr
Who We Are Unilever Food Solutions (UFS) is the €3 bn+ foodservice 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.
Pay, Bonus, and LTI Pay range: $69,360 to $104,040. Bonus: This position is bonus eligible. Long‑Term Incentive (LTI): This position is LTI eligible.
Benefits Unilever employees are eligible to participate in our benefit 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, and access to voluntary benefits. Coverage is in accordance with the terms of applicable plans.
Purpose of the Role 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 current customers (Penetration). You will use data and CRM tools to plan and execute sales calls, establish yourself as a valuable partner, and grow market share in your territory.
Demand Creation Engage with Local Chain Account and Operator customers, and be accountable for delivering business targets for the assigned territory: Turnover, Reach & Penetration & digital, Fully Profiled Operators (FPO), Digital Engagement, Demos, Sampling, etc. Implement a full Key Account Management approach. Execute the CBP, Win & Retain funnel, Contact Matrix, and both online and offline multi‑touchpoint contact strategy (20% online calls & 80% face‑to‑face calls).
Key Activities
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 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 face‑to‑face 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 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 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 & settlement of claims
Critical Skills Required for the Role
You are a Hunter with big Ambition. You seek effective ways to create New Demand (70% Hunting vs 30% Farming)
You are a fast adopter of contemporary technology and are already using AI in your day‑to‑day life. You are highly proficient in MS Office including Power BI and Excel
You are entrepreneurial and proactively create mutually beneficial solutions for UFS and your customers
You are curious and are constantly learning from the market on how to stay ahead of the food trends in your market
You know how to sell Premium Brands with Superiority Selling stories and Culinary Solutions outside center of the plate
Bilingual is a plus (Spanish, Mandarin)
Essential Experiences
CPG Foodservice Sales Experience (B2B Sales)
Culinary/Chef Selling Experiences
Network of Existing Foodservice Operator Partners
Distributor Sales or Ingredient Sales or Broker Sales
Experience with CRM (Salesforce)
Operator Experience
Market/Geographical knowledge
Food University Background (CIA, Food & Hospitality)
Multi‑National Corporate Company Experience – Understands Corporate Ways of Working
Our Culture
Caring Deeply
Positive Tensions for Bigger Outcomes, Fairness and Transparency, Performance and Care
Staying Three Steps Ahead of the Market
Build Future While Delivering today, Think Big simplify, commit, Lead Shape Market Disrupt
Delivering with Excellence
Pride in our Execution, Best in Reality, Developing Breakthrough solutions
Focusing on What Matters Most
Fewer Bigger Things, Fight for What matters most, Challenging and Debating Right Choices
What We Can Offer You Culture for Growth | Top Notch Employee Health & Well Being Benefits | Every Voice Matters | Global Reach | Life at Unilever | Careers with Purpose | World Class Career Development Programs | Focus on Sustainability
Equal Opportunity & Employment Unilever is an organization committed to diversity and inclusion. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status or disability. For office‑based, Research & Development, and remote positions, proof of COVID‑19 vaccination is required to be eligible for employment. Religious and/or medical accommodations will be considered on a case‑by‑case basis.
Employment is subject to verification including drug screening, background check, credit check and DMV check.
If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at NA.Accommodations@unilever.com. This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses.
#J-18808-Ljbffr