Territory Development Manager

Territory Development Manager – Unilever Food Solutions

Location: Remote – Washington DC

Pay: $69,360 to $104,040

Bonus: This position is bonus eligible.

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

Benefits: Health insurance (including prescription drug, dental and vision), retirement savings, life and disability insurance, parental leave, vacation and holidays, and a range of voluntary benefits. Coverage is in accordance with the applicable plan documents.

As a Territory Development Manager you will drive sustainable business growth through Operator, Chain and Trade Partner engagement. You will be part of an 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.

Accountable for delivering targets such as Sales Growth, Reach & Penetration, Digital Engagement and customer presentations with Operators and Distributor Trade Partners. Execute multi‑touchpoint contact strategy online and face‑to‑face to generate demand and deliver excellent customer experience. Provide virtual culinary consultation to targeted operators.

Engage with Local Chain Accounts and Operator Customers, delivering targets in the assigned territory: turnover, reach, penetration, digital, FPO (Fully Profiled Operators), demos, sampling, etc. Implement full key account management, CBP, win & retain funnel, contact matrix with a 20% online/80% F2F call mix.

• Use data to convert business insights into activation and solution selling.
• Leverage market trends to create concept and solution selling.
• Gain insight and lead customers to the right solution.
• Network with key customer stakeholders to engage decision makers.
• Prepare visits with solution recommendations and use Salesforce to manage the workflow and funnel.
• Conduct face‑to‑face and virtual sampling, ideation, cooking demos using culinary knowledge to secure new opportunities or increase volume usage.
• Follow up on previous calls to ensure opportunities progress to close.
• Secure and coordinate customer orders each month to meet growth targets.
• Meet with distributors and trade partners to expand assortment, align priorities and source leads.
• Build and nurture relationships with local distributor sales reps (DSRs).
• Implement a contact matrix for key trade customers with a squad approach for effective management.
• Engage trade customers to align on secondary sales data (SSD).
• Implement promotions related to key seasons and events.
• Ensure timely submission and settlement of claims.

• Hunter mindset with high ambition; 70% hunting, 30% farming.
• Fast adopter of contemporary technology; proficient in MS Office, Power BI and Excel.
• Entrepreneurial, creating mutually beneficial solutions.
• Curious, constantly learning the market to stay ahead of food trends.
• Able to sell premium brands with superiority selling stories and culinary solutions.
• Bilingual a plus (Spanish, Mandarin).

• CPG food‑service sales experience (B2B).
• Culinary/chef selling experience.
• Network of existing food‑service operator partners.
• Distributor, ingredient or broker sales experience.
• Experience with CRM (Salesforce).
• Operator experience.
• Market/geographical knowledge.
• Food university background (CIA, Food & Hospitality).
• Multi‑national corporate company experience; understanding corporate ways of working.

• Caring Deeply.
• Positive tensions for bigger outcomes, fairness, transparency, performance and care.
• Staying three steps ahead of the market.
• Build future while delivering today; think big, simplify, commit, lead, shape, disrupt.
• Delivering with excellence.
• Pride in execution, best in reality, breakthrough solutions.
• Focusing on what matters most.
• Fewer bigger things; fight for what matters most; challenging and debating right choices.

Culture for Growth. Top‑notch employee health & well‑being benefits. Every voice matters. Global reach. Life eers with purpose. World‑class career development. Focus on sustainability.

Unilever is committed to diversity and inclusion. All qualified applicants receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status. Veterans and persons with disabilities are protected. Proof of COVID‑19 vaccination is required for office‑based, R&D, and remote positions, unless a medical or religious accommodation is granted.

Employment is subject to verification of pre‑screening tests, which may include drug screening, background check, credit check, and DMV check.

We welcome applicants from all walks of life. All applicants receive fair and respectful consideration and are supported in their growth and development.

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