Organisation: Unilever
Business Unit: Unilever Food Solutions (UFS)
Job Title: Territory Development Manager – New York
Job Requisition ID: R-1172205
Employment Type: Full-Time
Work Arrangement: Remote
Location: New York City, New York, United States of America
Closing Date: 23 January 2026
About Unilever Food Solutions
Unilever Food Solutions (UFS) is the €3bn+ foodservice division of Unilever, operating in 72 countries worldwide. UFS partners with foodservice operators, distributors, and chefs to deliver professional food and beverage solutions that improve kitchen efficiency, inspire menus, and enhance the dining experience.
UFS is accelerating its digital transformation through data-driven and technology-enabled go-to-market capabilities, with a global ambition to reach 3 million operators by 2030 via integrated online and offline engagement strategies.
Purpose of the Role
As a Territory Development Manager, you will drive sustainable business growth across operators, local chains, and distributor trade partners within your assigned territory. You will leverage data, CRM tools, and a multi-touchpoint engagement model to increase reach, penetration, and market share.
This role blends digital and face-to-face selling and offers an excellent development opportunity for an ambitious, results-driven professional.
Key Responsibilities
Demand Creation – Operators and Local Chain Accounts
- Deliver business targets including turnover, reach, penetration, digital engagement, and fully profiled operators (FPO)
- Engage local chain and operator customers across the assigned territory
- Execute a full Key Account Management approach, including CBP, Win & Retain funnel, and contact matrix
- Implement a multi-touchpoint contact strategy (approximately 20% online and 80% face-to-face engagement)
Sales Execution and Customer Engagement
- Convert business insights and data into activation and solution-selling opportunities
- Utilize market trends to develop concept-based solution selling
- Prepare customer visits with tailored solution recommendations
- Use Salesforce CRM to manage workflows, pipelines, and market funnels
- Conduct face-to-face and virtual sampling, ideation sessions, and culinary demonstrations
- Apply superiority selling stories to demonstrate revenue savings and efficiency improvements
- Follow up on opportunities to drive progression to sale close
Distributor and Trade Partner Collaboration
- Secure and coordinate monthly customer orders to achieve growth targets
- Partner with distributors and trade partners to expand assortment and align priorities
- Build and nurture relationships with Distributor Sales Representatives (DSRs)
- Implement contact matrices for key trade customers using a squad approach where applicable
- Engage trade partners to align on secondary sales data (SSD)
Promotions and Administration
- Implement customer promotions aligned to key seasons and events
- Ensure timely submission and settlement of trade claims
Critical Skills Required
- Strong hunter mentality with a focus on new demand creation (70% hunting / 30% farming)
- Fast adopter of contemporary technology, including AI tools
- High proficiency in MS Office, including Power BI and Excel
- Entrepreneurial mindset with strong solution-selling capability
- Curiosity and strong awareness of evolving foodservice and culinary trends
- Ability to sell premium brands using superiority selling stories and culinary solutions
- Strong networking and stakeholder engagement skills
- Bilingual ability (Spanish or Mandarin) is an advantage
Essential Experience
- CPG foodservice sales experience (B2B)
- Culinary or chef-led selling experience
- Established network of foodservice operator partners
- Distributor, ingredient, or broker sales experience
- Experience using CRM systems, preferably Salesforce
- Operator or foodservice operations experience
- Strong market and geographical knowledge
- Food or hospitality education background (CIA, food, or hospitality)
- Experience working within a multinational corporate environment
Compensation and Benefits
- Salary Range: USD 69,360 – USD 104,040 per annum
- Bonus: Performance-based bonus eligible
- Long-Term Incentive: LTI eligible
- Benefits: Comprehensive benefits package including health insurance, retirement savings, paid leave, parental leave, and additional voluntary benefits (subject to plan terms and conditions)
Diversity, Equity, and Inclusion
Unilever is committed to diversity, equity, and inclusion and provides equal employment opportunities to all applicants. Reasonable accommodations are available for individuals with disabilities throughout the recruitment process.
Employment is subject to verification of pre-screening tests, which may include background, drug, credit, and DMV checks (where applicable).