Territory Development Manager

About The Company

Unilever is a global leader in consumer goods, renowned for its commitment to sustainability, innovation, and creating a better future for all. With a diverse portfolio of brands across multiple categories, Unilever operates in over 190 countries, reaching millions of consumers daily. The company's core values emphasize responsibility, inclusivity, and a dedication to improving health and well-being worldwide. Unilever's mission is to make sustainable living commonplace, integrating social and environmental considerations into every aspect of its business operations. The organization fosters a culture of collaboration, continuous learning, and innovation, empowering employees to drive positive change and deliver exceptional value to customers and stakeholders alike.

About The Role

The Territory Development Manager at Unilever Food Solutions plays a pivotal role in driving sustainable business growth within designated territories. This position involves engaging with operators, chains, and trade partners to expand market reach and increase penetration of Unilever’s professional food and beverage solutions. As a key player in the sales ecosystem, you will utilize data-driven insights and CRM tools to plan and execute strategic sales initiatives, establishing yourself as a trusted partner within the foodservice industry. Your responsibilities include delivering on sales growth targets, expanding digital engagement, and providing virtual culinary consultations to enhance customer experience. You will be responsible for executing multi-touchpoint contact strategies both online and face-to-face, leveraging culinary knowledge and solution-based selling to secure new opportunities and deepen existing relationships. This role offers an exciting opportunity for motivated individuals to make a tangible impact on business performance while developing their careers in a dynamic, fast-paced environment.

Qualifications

The ideal candidate will possess a combination of relevant experience, skills, and educational background. Candidates should have prior experience in CPG foodservice sales, B2B sales, or culinary/chef selling roles, with a strong network of foodservice operator partners. Experience with distributor sales, ingredient sales, or broker sales is highly desirable. Proficiency in CRM systems, particularly Salesforce, along with advanced skills in MS Office applications such as Power BI and Excel, is essential. A background in culinary arts, hospitality, or food and beverage management from a recognized institution (e.g., CIA, Food & Hospitality programs) is preferred. Candidates should demonstrate entrepreneurial thinking, curiosity about market trends, and the ability to sell premium brands through storytelling and culinary solutions. Bilingual skills, especially in Spanish or Mandarin, are considered a plus. The role requires a proactive, ambitious individual with a hunter mentality, strong networking abilities, and a passion for creating demand and delivering results in a competitive environment.

Responsibilities

• Drive business growth by engaging with operators, chains, and trade partners within your territory, focusing on increasing turnover, reach, and penetration.
• Implement comprehensive key account management strategies, including executing contact matrices and multi-touchpoint contact plans both online and offline, with a focus on 20% online and 80% face-to-face interactions.
• Utilize data analytics and market insights to develop tailored activation solutions, leveraging tools like Power BI and Salesforce to manage workflows and track progress.
• Conduct virtual and face-to-face sampling, culinary demonstrations, and ideation sessions to showcase product applications and secure new opportunities.
• Follow up on previous engagements to ensure opportunities progress toward closing, while securing and coordinating customer orders to meet growth targets.
• Build and nurture relationships with distributor sales representatives and trade customers, aligning on priorities, expanding product assortment, and sourcing leads for further engagement.
• Implement promotional activities aligned with seasonal events and key market opportunities, ensuring timely submission and settlement of claims.
• Engage with trade customers to gain secondary sales data and insights, facilitating data-driven decision-making and strategy adjustments.
• Coordinate with distributor and trade partners to maximize secondary sales and ensure alignment on business objectives.
• Maintain a proactive approach to market trends, continuously learning and adapting strategies to stay ahead of industry developments.

Benefits

Unilever offers a competitive benefits package designed to support the health, well-being, and professional growth of its employees. Benefits include comprehensive health insurance coverage—including prescription drugs, dental, and vision care—retirement savings plans, life and disability insurance, parental leave, paid vacation, and holiday entitlements. Employees also have access to numerous voluntary benefits, wellness programs, and development opportunities. Unilever fosters a culture of growth and inclusivity, encouraging employees to develop their careers through world-class training and leadership programs. The organization emphasizes sustainability and purpose-driven work, providing a meaningful environment where employees can thrive and make a positive impact globally.

Key skills/competency

• CPG Foodservice Sales
• B2B Sales
• Key Account Management
• CRM Systems (Salesforce)
• Data Analytics (Power BI, Excel)
• Culinary Knowledge
• Solution-Based Selling
• Networking & Relationship Building
• Market Trend Analysis
• Demand Generation