Commercial National Account Manager - West

*Applicants must be based on the west coast*

ABOUT UNILEVER

With 3.4 billion people in over 190 countries using our products every day, Unilever is a business that makes a real impact on the world. Work on brands that are loved and improve the lives of our consumers and the communities around us. We are driven by our purpose: to make sustainable living commonplace, and it is our belief that doing business the right way drives superior performance. At the heart of what we do is our people – we believe that when our people work with purpose, we will create a better business and a better world. 

At Unilever, your career will be a unique journey, grounded in our, collaborative, and flexible working environment. Our organizational ambition centres around creating workplaces that foster equity, diversity, inclusion and belonging across all aspects of our business. We don’t believe in the ‘one size fits all’ approach and instead we will equip you with the tools you need to shape your own future.

Unilever Food Solutions (UFS) is the foodservice division of Unilever and 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 in over 70 countries. We work closely with businesses of all sizes, from independent restaurants to hotels, chains, and contract caterers.

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 like the UFS.com website/webshop, segmented & personalized campaigns and UFS apps.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

The Commercial National Account Manager is responsible for executing and delivering against set targets and growing profitable sales with Key Restaurant Accounts in their market on all Unilever Food Solutions products (Hellmann’s, Legout, Knorr, etc.) by:

• Partnering with current UFS operators to grow via new skus/categories – Penetration
• Builds strong relationships with multiple points of contacts within restaurants chains to promote Unilever Food Solution’s products and solutions.
• Creating and implementing JBP and/or targeting plan with Top 200 US National accounts within individual portfolio.
• Maintaining business level with current portfolio, focusing on margin improvement via pricing/basket/program support
• Identifying key risks, both short and long term, within customer plan
• Full execution of UFS Annual Operating Plan (IBP) supporting strategic choices.
• Lead Innovation launch via National accounts targeting and sampling process.
• Strategically targeting and executing new business prospects with Restaurant Account Operators to expand reach (CTM – Customer Targeting Model)
• Ability to keep up to date on industry trends in foodservice.
• Effective interpersonal and organization skills
• Develop and execute local plan aligned to Strategy (EG doubling operator reach)
• Highly active market presence, inclusive of participation in in-person industry events representing UFS as a solution provider.
• Educating Operator Accounts on Unilever product and marketing tools
• Full activity planning and execution in CRM (Salesforce.com)
• Execute resource led Ideation sessions to support KPI targets (Culinary and Marketing)

KPI’s

• Incremental sales aligned to annual operating plan, driven by new business wins and innovation launch.
• Annual/quarterly Execution Targets including maintenance and penetration of current portfolio to align to total country growth ambition for volume and margin improvement.
• Specific operator account acquisition targets to drive reach ambition – New Units.
• Personal development goal strengthening business acumen capabilities.

WHAT YOU WILL NEED TO SUCCEED

Experiences & Qualifications

• Annual/Quarterly Plan execution
• Brand Activation – bringing marketing programs to life
• Code of Business Principles (CBP)
• Digital proficiency
• Contract Management
• Customer Relationship Building, Joint Business Planning (JBP)
• Financial acumen
• Negotiation Skills
• Proficiency in MS Office, Salesforce, Power BI, Industry Data platforms.

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are cons