Area Sales Manager Job at Unilever (Bangkok)

Job Description

Area Sales Manager role at Unilever Food Solutions (UFS), the 2nd largest Business Unit of Unilever and a global market leader in Food Service. The role involves developing and executing sales plans, managing key HoReCa accounts, leading a team, and collaborating with cross-functional teams to drive growth in the food-service industry.

Job Responsibility

Develop and execute sales plans to achieve monthly, quarterly, and annual revenue targets within the HoReCa channel
Identify growth opportunities through new account acquisitions, menu penetration, and upselling wider product ranges
Manage pricing strategy, contract negotiations, and promotional programs to drive profitable growth
Build accurate sales forecasts and maintain a healthy sales pipeline
Manage and grow key HoReCa accounts: hotels, restaurants, cafés, catering companies, and food-service distributors
Strengthen customer relationships by providing solutions-based selling, menu consultancy, and partnership development
Conduct business reviews with key customers to track performance and identify improvements
Resolve service, delivery, and quality issues by coordinating with customer service, logistics, and supply chain
Identify emerging HoReCa trends and actively scout for new business opportunities
Expand product distribution and increase outlet penetration within assigned territories
Understand local market dynamics, competitor activities, and consumer behaviors specific to the food-service industry
Lead and coach a team of territory sales executives/representatives
Conduct field coaching, route riding, and capability-building sessions
Provide performance feedback and ensure the team executes sales fundamentals and customer service standards
Ensure visibility, availability, and correct usage of point-of-sale materials in customer locations
Monitor compliance with agreements, ensuring customers follow product listings, pricing, and promotions
Optimize route planning to maximize coverage of existing and potential customers
Work closely with Marketing, Category, Supply Chain, and Finance to deliver integrated HoReCa initiatives
Support new product launches and menu applications through customer trials and chef engagement
Collaborate with distributors on joint business plans, stock health, and sales performance

Requirements

5 years of experience in business development, sales or account management, preferably within HORECA industry or related sector
Thai & English proficiency
Proven experience in leading and managing teams
Excellent negotiation and communication skills
Strong analytical and problem-solving skills
Ability to thrive in a fast-paced, dynamic environment and adapt to changing business needs
Ability to build and maintain strong relationships with key accounts and stakeholders

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