Unilever Food Solutions (UFS) is the $2.5bn+ 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 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 UFS.com 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 As a Regional Sales Manager, you will be responsible to lead the execution of Unilever Food Solutions Customer engagement strategy offline & online with Operators and Trade Partner customers to deliver business growth targets i.e. Turnover, Reach & Penetration. You will
Lead, coach and develop a Customer Development team
Accountable for leading your team to deliver business target for the assigned Region for 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 with key tier 2 and 3 distributors 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.
Trade Distributor Customer
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Lead the implementation of the Contact Matrix for 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 to gain alignment for Secondary Sales Data (SSD) partnerships with proof of value addition i.e. Traffic generation towards Trade Webshop via UFS campaigns.
Independent Operators & Chains:
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 Demo using 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 selected key Chains customers
Digital, Data & eCom
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.Com, 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 & trade teams
Key Skills
Strategic Selling skills
Impactful Virtual Customer Engagement
Full understanding of all Customers & UFS Product solutions
Business Insights to Activation Solution Selling
Familiarity of UFS CD Cycle
Customer Business Planning & Win & Retail
Chefman-ship
Commercial Skills
Negotiation Skills
Digital & IT skills Including eCom, Salesforce, Marketo
Data & Analytical Skills - Ability to use data driven insights for execution
What You'll Need to Succeed
6+ years of working experience in the foodservice industry with proven track record in sales, preferably in the Foodservice Industry
Understanding / experience of use of Digital & Social media in selling.
Passion for Food and the OOH industry a plus
Industry knowledge for Trade Customers
Pay: The pay range for this position is $103,000 to $154,400. 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.
Long-Term Incentive (LTI): This position is LTI 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.
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At Unilever, inclusion is at the heart of everything we do. We welcome applicants from all walks of life and are committed to creating an environment where everyone can thrive/succeed. All applicants will receive fair and respectful consideration, and we actively support the growth and development of every employee.
Unilever is an Equal Opportunity Employer/Protected Veterans/Persons with Disabilities.
For more information on your federal rights, please see Know Your Rights: Workplace Discrimination is Illegal
Employment is subject to verification of pre-screening tests, which may include 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. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses. The Protected Veterans or Individuals with Disabilities AAP narratives are available for inspection by any employee or applicant for employment Monday through Friday during normal business hours at establishment.
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