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Territory Development Manager

Korn Ferry
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Territory Development Manager – Boston

Who You Are & What You’ll Do:

Our field sales team is the face-to face contact with our customers, delivering innovations, incentives, and solutions. This role offers a company vehicle as you will be managing a sales territory.

As a Territory Development Manager, you will be responsible for driving sustainable business growth via Operators, Chains and Trade Partner engagement. You are accountable for delivering business targets and executing a multi touchpoint contact strategy online and face to face for generating demand for Food Solutions Products as you deliver a seamless customer experience.

Demand Creation: Operators and Local Chain Accounts 

  • Engage with Local Chain Account and Operator Customers, and be accountable for delivering business targets for the assigned Territory including Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling etc. 
  • Execute CBP (Customer Business Plans), Win & Retain funnel, Contact Matrix and execute Multi touchpoint contact strategy on and off-line.
  • Ability to convert Business Insights to Solution Selling to highlight the company’s ability to be ahead of the food trends 
  • Gain insight and lead your customers to the right solution by preparing recommendations specific to their menu, kitchen operation and consumer.

Demand Creation: Distributors/Trade Partners 

  • Develop and execute Joint Business Planning (JBPs) with Selected Trade partners including Trade Term agreements, Sell out activities and DSRs & Trade team engagement & KPIs
  • Engage trade customers to gain alignment for Secondary Sales Data (SSD) partnerships with proof of value addition
  • Close collaboration with Food Solutions Trade & eComm team to implement promotions by ensuring adequate stock availability and customer related activity to drive Sell-out  
  • Ensure timely submission & settlement of distributor trade claims.

Digital & Data 

  • Responsible for 100% engagement on automated warm leads & targeted leads driven via CRM
  • Drive conversion of leads in territory 
  • Accountable for penetration strike rate target achievement based on automated Accounts & SKU prioritization. 
  • Drive digital buying behavior via ecommerce platforms (Webshop/trade Partner Webshop/pure players)  
  • Drive Social Media Engagement & attendance of UFS Webinars CRM Tool  
  • Data Enrichment – continuously enrich all operator data to ensure personalized content 
  • Implement Omni channel (On and Offline) contact strategy for your territory  

What You’ll Need To Succeed

  • 4 year College Degree or Equivalent Culinary Degree and/or Corporate Experience
  • 2+ years of experience in foodservice sales
  • Additional experience in the Culinary industry a plus!
  • Proven track record of developing strategic relationships with decision makers for both operator and distributor customers
  • Proficiency and drive to become a proficient user of our systems (Blacksmith/Forge, Salesforce.com, Power BI)
  • Negotiation skills and strong business acumen
  • Passion for driving results with a strong interest in the food industry.