Unilever

National Accounts Manager – Distribution Execution

Unilever

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $86,080 - $129,120 per year

Job Level

Mid-LevelSenior

About the role

  • Drive the execution evolution of UFS Corporate Distribution Team with an entrepreneurial mindset, rethinking our execution strategy with a multi-lever approach but primarily through our Field Sales Team and national distribution partners like US Foods, GFS and PFG.
  • Deliver industry leading growth in our key categories, with particular emphasis on street growth and driving efficient demand generation through our Field Sales Team.
  • Along with the Distributor National Account Managers, responsible for the co-development of Annual/Quarterly Execution Plans and execution of annual, national joint business plans (JBP) which align customer needs with the strategic priorities agreed by UFS leadership.
  • Ensure key UFS IBP and multiyear targets are being exceeded via Execution Plan.
  • Develop playbooks that enable Execution Plans to optimize field execution, stating clear goals, measurable KPI’s and appropriate tools and resources to enable flawless execution as well as accelerate adoption and speed of execution.
  • Lead the charge in leveraging newly acquired data tools to develop Execution Plans, arming the organization with data insights to understand performance and to inform decisions and prioritization of most impactful opportunities and execution activities.
  • Influence and hold Field Sales team accountable for Execution Plan delivery, ensuring quarterly tracking against KPIs and collaborating to identify new success pathways to adapt future execution.
  • Create synergy and excitement around Execution Plan by connecting initiatives to UFS strategic initiatives and Field Sales Team targets.
  • Establish UFS as a valued National Brand Supplier partner with best-in-class execution capability in 1) driving category growth, 2) leveraging data and insights to develop execution plans that drive mutual growth and 3) delivering flawless field sales execution.
  • Collaborate with cross-functional teams on development and enablement of Execution Plan activities.
  • Raise key issues, opportunities and resource requirements to UFS Leadership with commensurate speed and a strong sense of urgency.

Requirements

  • Bachelor’s degree required in a related field; MBA preferred
  • A minimum of 5 years’ experience in Foodservice sales
  • Demonstrated sales success with Foodservice Tier 1 distribution and execution through direct field sales or brokers, ideally with proven track record on driving street growth
  • Experience in annual/quarterly Execution Plan development and execution
  • Strategic thinker with strong relationship building skills who can influence and work effectively with members of various cross-functional teams in a highly collaborative manner
  • Data-driven; strong analytic skills and ability to make data-driven decisions to guide Execution Plan development
  • Ability to effectively partner with and influence various levels of management both internally and externally
  • Strong communication, negotiation and project management skills
  • Proficiency in excel spreadsheets and building sales reporting tools, and familiarity in using systems such as Blacksmith/Forge, Salesforce and Power BI
  • Ability to build compelling storytelling decks in PowerPoint
  • Financial acumen with a clear understanding of P&L
Benefits
  • Health insurance (including prescription drug, dental, and vision coverage)
  • Retirement savings benefits
  • Life insurance and disability benefits
  • Parental leave
  • Sick leave
  • Paid vacation and holidays
  • Access to numerous voluntary benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
Foodservice salesExecution Plan developmentData analysisSales reportingP&L understandingKPI trackingDemand generationStreet growth
Soft skills
Strategic thinkingRelationship buildingInfluencingCollaborationCommunicationNegotiationProject managementAnalytic skills
Certifications
Bachelor’s degreeMBA