Territory Development Manager

Territory Development Manager - Unilever Food Solutions

Location: Remote - Seattle, WA

Who We Are

Unilever Food Solutions (UFS) is the more than €3 billion foodservice division of Unilever, leading the dynamic Food Service market across its categories and delivering marketing a range of professional food and beverage products and services to operators across 72 countries. UFS prides itself on creating value for customers through culinary solutions, improving the food experience for everyone from distributors and operators to diners and consumers.

UFS is accelerating its digital transformation to fuel growth through data‑driven, technology‑enabled Go‑to‑Market (GtM) capabilities. Our global ambition is to reach 3 million operators by 2030 via an online and offline contact strategy. Within the US, the focus of UFS Customer Development and Marketing is to engage with customers in unique and specific ways to generate demand for our professional brands and create long‑term value for our partners.

Pay

The pay range for this position is $69,360 to $104,040. Unilever considers a wide range of factors in setting compensation, including skill sets, experience, 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. When chosen, employees can select from 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 a range of voluntary benefits. Coverage will follow the terms and conditions of the applicable plans and governing documents.

Purpose of the Role

As a Territory Development Manager, you will drive sustainable business growth through engagement with Operators, Chains and Trade Partners. You will be part of a multi‑touchpoint integrated digital ecosystem to grow new customers (Reach) and strengthen existing ones (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.

You will be accountable for delivering business targets such as Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations with Operators and Distributor Trade Partners. You will execute an online and face‑to‑face multi‑touchpoint contact strategy, provide virtual culinary consultation, and deliver an excellent customer experience.

Demand Creation

Engage with Local Chain Accounts and Operator Customers, and be accountable for delivering business targets for the assigned territory: turnover, reach & penetration, digital engagement, fully‑profiled operators (FPO), demos, sampling, etc. Implement a full Key Account Management approach, execute CBP, win‑&‑retain funnel, contact matrix, and a 20% online / 80% face‑to‑face contact mix.

Key Activities

• Use data to convert business insights into activation and solution selling.
• Utilize market trends to create concept 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 CRM Salesforce to manage workflow and the market funnel.
• Conduct face‑to‑face and virtual sampling, ideation, and cooking demos to secure new opportunities or increase usage.
• Follow up on prior calls to ensure opportunities progress to close.
• Secure and coordinate customer orders each month to ensure growth is on target.
• Meet with distributors/trade partners to expand assortment, align priorities, and source leads for follow‑through.
• Build and nurture relationships with local distributor sales reps (DSRs).
• Implement 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.

Critical Skills Required for the Role

• You are a hunter with big ambition and a skill for creating new demand (70% hunting / 30% farming).
• You are a fast adopter of contemporary technology and already use AI in daily life. You are highly proficient in MS Office, Power BI, and Excel.
• You are entrepreneurial and create mutually beneficial solutions for UFS and customers.
• You are curious and constantly learn from the market to stay ahead of food trends.
• You know how to sell premium brands with superiority selling stories and culinary solutions outside the center of the plate.
• Bilingual is a plus (Spanish, Mandarin).

Essential Experiences

• CPG foodservice sales experience (B2B).
• Culinary/Chef selling experience.
• Network of existing foodservice operator partners.
• Distributor sales or ingredient sales or broker sales experience.
• CRM experience (Salesforce).
• Operator experience.
• Market/geographical knowledge.
• Food university background (CIA, Food & Hospitality).
• Experience in a multinational corporate company – understanding 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, disrupt.
• Delivering with excellence.
• Pride in our execution, best in reality, develop 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

Cultural growth, top‑notch employee health & well‑being benefits, every voice matters, global reach, life at Unilever, careers with purpose, world‑class career development programs, and focus on sustainability.

Equal Opportunity & Diversity

Unilever is an organization committed to diversity and inclusion to drive business results and create a better future for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business.

Equal Opportunity / Affirmative Action Employer: minorities / females / protected veterans / persons with disabilities.

For office‑based, research & development, and remote positions, proof of COVID‑19 vaccination is required for eligibility. Religious and/or medical accommodations will be considered on a case‑by‑case basis.

Equal Employment Opportunity

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against based on disability. For more information, see the Equal Employment Opportunity Posters.

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. This email is reserved for individuals with disabilities and is not a means of inquiry about positions or application statuses.

Contact & Final Notice

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 and 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.