Regional Sales Manager - Food Solutions

Job description

MAIN JOB PURPOSE:
The purpose of the Role is to become a trusted advisor to their Foodservice customer by providing complete culinary solutions based on a clear understanding of the customer’s business, macro environment, Unilever Food Solutions (UFS) products and Unilever Food Solution capabilities.

CDC is to provide a win-win situation for UFS and the customer where UFS wins with increased products in the pantry as well as increased volume usage and the customer wins with solutions that help increase his revenue and/or efficiency in his establishment.

JOB SUMMARY
· Put together an effective route plan to achieve maximum call rate efficiencies each day for the quarter.
· Conduct excellent research, preparation and planning to achieve the relevant objectives for both UFS and the customer. This includes
· Analysis of the customer's micro (Business objectives, kitchen constraints, staff capability, storage facilities, production processes, wastage etc.) and macro environment (Trends, competitors, distributors, economic climate etc.)
· Analysis of UFS products and capabilities so that the right solutions can be matched to the gaps or opportunities found in the customer analysis.
· Setting SMART call objectives for each customer. (At least 2 per call.)
· Preparation to handle potential objections.
· Prepare questions to gain insight and lead customer to the right solution.
· Secure the necessary resources to demonstrate to the customer the relevant solution. E.g. Chef Support in call, products needed for wet demonstrations, financial tools, product brochures etc.
· In call follow up previous sold solutions, conduct the pantry check, and then present new opportunities based on real insight from the research & analysis done.
· Use the knowledge gained, from culinary training, to conduct effective product demonstrations to secure new line listings or gain increased volume usage with either new menu applications or into existing dishes while also showing how the solution will increase the customers' revenue and or improve efficiencies.
· Take transfer orders or ensure order is placed with distributor of new line listings and other relevant solution products.
· Capture all call info and output onto iPad - Armstrong system (electronic capturing)
· Work with Distributor reps to grow the number of operators using UFS products as well as
· Assist in training and upskilling during time in trade.
· 50% devoted to calling on customers/finding new customers
· 20% conducting demonstrations/sampling
· 20% to Analysis (Research, Analysis & Planning)
· 10% of time spent with DSRS and TS - in trade and implementing training/upselling to operators
· More time spent with A and B customers
· Create & Implement the Customer Account Plan to:
· Determine the most effective way to reach targets, identify & address gaps and fix incorrect ranging in the customer's offering.
· Ensure the Plan makes the most of the sales mix, promotional opportunities and marketing activities.
· Manage & control budgets, return on investment, revenue & margins in line with Customer Plan percentage's.
· Ensure Category Management is done along with a Joint Business Plan. Follow through with Planogram in Cash & Carry
· The account plan provides the platform from which all activities & focus is then derived. (Research, Analysis & Planning)
· Key Stake Holders: Trade development consultants, distributor reps, marketing, Unilever chefs, CD ops team
· Primary Focus Areas: Restaurants, hotels, canteen, deli

KEY REQUIREMENTS
· Minimum 2 -3 years’ experience in Sales role working with targets & managing a team, preferably some experience in Hospitality/culinary
· Tertiary qualification (preferably within the culinary industry)
· Drivers Lic is essential
· MS office