[Hiring] Regional Sales Manager @Unilever

Role Description

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:

• 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

Qualifications

• 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

Requirements

• 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

Benefits

• 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
• Access to numerous voluntary benefits