Area Sales Manager - North

About Unilever

Act like a founder, be part of a Winning team, accelerate your growth, stay ahead of the curve, enjoy the journey: JOIN UFS

Unilever Food Solutions (UFS) is the 2nd largest Business Unit of Unilever, is one of the 3 Power brands of the Foods Business Group, and a global market leader in Food Service. We are an independent Global Business Unit that operates in over 76 countries, and employs ~4000 employees. We have a unique B2B business model focused on serving chefs and our purpose is to free them to love what they do.

We at UFS have a bold and clear ambition and strategy in place for 2030 with a bold ambition on turnover and profitability, by being the best solution provider to our growing operator base. We plan to do this via a product first focus on superiority, by becoming the leader in AI powered Customer experience and by nurturing a Winning culture. We have had a history of delivering with excellence and resilient performance in the past few years. We also strive to stay 3 steps ahead in the industry. For example, our Future Menus Report identifies emerging culinary trends, making us a trendsetter for inspiring innovative solutions for chefs worldwide.

We have a culture of caring deeply not just for our business but also for our people. We foster an entrepreneurial culture built on speed, simplicity, trust, and a deep hunger to grow. Our people thrive on their roles being empowered and end to end - across all functions. We also invest heavily in building future skills and leaders. Our People agenda of Accelerate-Grow-Thrive consistently helps us lead in employee engagement, with scores exceeding Unilever scores across all dimensions and being one of the most engaged teams at Unilever.

Here, you will continuously learn, unlearn, and relearn, challenging yourself to accelerate your development in an end-to-end business and in end-to-end roles. If you're dreaming of contributing to Unilever’s 2nd largest Business unit, a fast-growing business, where you're empowered so you can play to win and thrive as part of One Team with One Goal, then come and join us!

Main Responsibilities

Sales Strategy & Revenue Delivery

• 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.

Customer & Account Management

• 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.

Market Development & Channel Expansion

• 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.

Team Leadership & Capability Building

• 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.

Trade Execution & Operational Excellence

• 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.

Collaboration with Cross Functional Teams

• 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.

Candidate Criteria

Experience & Qualification

• 5 years of experience in business development, sales or account management, preferably within HORECA industry or related sector.

• Thai & English proficiency

• Be able to relocate to out of Bangkok

• 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

Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.