UFS Territory Executive Pull - CPT at Unilever

MAIN JOB PURPOSE

Business Context

Unilever Food Solutions (UFS) is the foodservice division of Unilever. It leads the dynamic Food Service market across its categories and has ambitious growth objectives, marketing a range of professional food and beverage products and services to operators across Multi Country Organizations.

UFS is accelerating its digital transformation to fuel growth through data driven and technology enabled Go-to-Market (GtM) capabilities.

The focus of UFS marketing and sales is to engage with chefs & customers through an integrated communication system via visits by sales representatives and digital touchpoints.

It is an exciting role and a great development opportunity for an ambitious and motivated individual. It’s a role where the right individual can really make a difference

You Will Be

• As Territory Representative- Operators, you will be responsible to drive sustainable business growth via Operator engagement as per defined MCO contact strategy. You will be part of a multi-touchpoint integrated digital ecosystem to drive Reach & Penetration via automated & segmented data driven planning & execution.
• Accountable for delivering business targets.
• Responsible to execute Multi touchpoint contact strategy, online and face to face for generating demand for Food Solutions products & deliver great customer experience
• Provide virtual culinary consultation to targeted operators

Demand Creation

• Accountable for delivering business target for the assigned Territory i.e., Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling etc.)
• Execute Multi touchpoint contact strategy on and off-line.
• Setting SMART call objectives for each customer based on:
•  Business Insights to Activation Solution Selling Solution selling
• Trends to Concept Solution Selling, following trends and implementing trend awareness in the market.
• Gain insight and lead customer to the right solution with Pre-planned RAP & data recommendation via Armstrong system for leads. Handle potential objections
• 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.
• Use relevant selling stories to increase customer base to help deliver the revenue savings and efficiency improvements for UFS solutions
• In call follow up based on previous calls i.e., pantry checks, sampling follow up and RAP insights.
• Direct Transfer Orders to e-Com or online platforms
• Provide virtual culinary consultation to targeted operators digital & data
• Responsible for 100% engagement on all leads via Armstrong platform.
• Drive conversion of leads in within territory
• Accountable for penetration strike rate target achievement based on auto mated accounts & SKU prioritization.
• Accountable to achievement targeted reach and penetration based on CRM data analysis.
• Drive digital buying behavior via ecommerce platforms
• Sign up and Drive engagement of UFS Digital platforms i.e., Academy, UFS.Com, Chef Rewards, webinars and Loyalty Platforms
• Use the Single Customer View (SCV) to ensure that operators are actively engaged via digital means.

Use data driven insights to ensure that behavior continues and take corrective actions when needed

• Data Enrichment – continuously enrich all operator data to ensure personalized content - right channel, right customer.
• Give support required for 24/7 support channels, for your territory

Key Interfaces

• Marketing – category, operator, digital, eCommerce and RTM
• Business Excellence Team
• Customer Experience Team/Call Centre
• Chefs team
• Chains team
• Finance team

Direct Reports

None: Part of Go to Market Customer Development Team

Key Skills

• Strategic Selling skills
• Impactful virtual customer engagement
• Full understanding of all customers & UFS solutions
• Business insights to activation solution Selling
• Sound understanding of all offline & online touchpoints
• Familiarity of UFS CD cycle
• Customer business planning
• Business acumen
• Commercial skills
• Negotiation skills
• Digital & IT skills Incl. eCom, CRM, Market to
• Data & analytical skills - ability to use data driven insights for execution
• Team player. ability to work cross functionally in order to deliver on customer needs
• Agility – ability to adapt & drive the change and flexibility to pivot self & others towards business requirements
• Strong communication skills.

Ability to use all company digital tools for external & internal communications

• Knowing the Business: The ability to demonstrate awareness of the food industry and its markets

Leadership Behaviors

• Purpose & service works from purpose for the good of others.
• Personal mastery: always brings their best self.
• Agility: constantly curious & courageous.
• Business acumen: generates value in channels & customers.
• Consumer love: creates better futures for our consumers, every day.
• Passion for high performance: inspires the energy needed to win & grow.