Territory Development Manager

Territory Development Manager — Unilever Food Solutions

Location: Remote – Washington DC

Pay Range: $69,360 to $104,040

Bonus: Bonus eligible

LTI: Eligible

Benefits: Health, dental, vision, prescription, retirement savings, life insurance, disability, parental leave, sick leave, paid vacation, and voluntary benefits following applicable plan terms.

Purpose of the Role

Drive sustainable business growth through engagement with Operators, Chains, and Trade Partners. Manage a multi-touchpoint digital ecosystem to generate demand for UFS products and provide virtual culinary consultations to target operators.

Demand Creation

Accountable for business targets in assigned territory: turnover, reach & penetration, digital engagement, full-profile operators (FPO), demos, sampling, and other activation activities.

Key Activities

• Convert business insights into activation and solution selling.
• Create concept solution selling based on market trends.
• Lead customers to the right solutions.
• Network with key stakeholders to engage decision makers.
• Prepare visits with solution recommendations and use CRM (Salesforce) to manage the workflow.
• Conduct face‑to‑face and virtual sampling, ideation, cooking demos to secure new opportunities or increase volume usage.
• Follow up on previous calls to ensure progress toward closing.
• Secure and coordinate customer orders each month to meet growth targets.
• Meet with distributors/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 where possible.
• Engage trade customers to gain alignment for 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

• Hunter mentality with high ambition – 70% hunting vs 30% farming.
• Fast adopter of contemporary technology; proficient with MS Office, Power BI, and Excel.
• Entrepreneurial mindset, proactive in creating mutually beneficial solutions.
• Curious and continuously learning about market trends.
• Ability to sell premium brands with superiority selling stories and culinary solutions.
• Bilingualism is a plus (Spanish, Mandarin).

Essential Experiences

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

Our Culture

• Caring deeply.
• Positive tension 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 market disruption.
• Delivering with excellence.
• Pride in execution, best in reality, developing 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

Culture for growth, top‑notch employee health & well‑being benefits, every voice matters, global reach, life at Unilever, career development programs, focus on sustainability.

Equal Employment Opportunity

Unilever is committed to diversity and inclusion and welcomes applicants from all walks of life. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status, or disability. Equality Employment Opportunity posters and information are available to all applicants.

For visa sponsorship, work‑authorization, and medical or religious accommodation requests, please contact the relevant departments.

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