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Key Account Manager and Culinary Advisor
Sales & Business Development
JOB PURPOSE
This role exists to directly drive sustainable business growth by connecting with our valued customers—Chefs and foodservice businesses—following our Area's strategic engagement plan.
As our Key Account Manager and Culinary Advisor, you are the key driver of sales success in your assigned territory. You will be responsible for meeting your sales targets while cultivating and maintaining strong, productive relationships with our operators.
- Be a Trusted Partner: You will continuously supervise, evaluate, and develop your existing customer base. This involves a multi-touchpoint strategy (both in-person and online) where you provide essential support, training, menu engineering, and tailored solutions, whether physically on-site or remotely.
- Hunt for New Opportunities: You'll actively prospect, hunt, and identify new customers. You will develop and execute a clear plan to successfully win and sell to these high-potential prospects.
This is an exciting role that offers a fantastic development opportunity for an ambitious and motivated individual. If you are ready to take ownership and wants to truly make a difference in the growth of the business, this is the place to do it! You’ll be part of a team that believes in doing work that matters — for people and the planet.
Because here, we don’t just hire for jobs. We invite you to be part of something bigger.
KEY RESPONSIBILITIES
- Master the B2B foodservice sector (Restaurants, Hotels, QSRs) with a foundation in core selling fundamentals.
- Analyze market potential via market mapping, manage the existing customer base, and plan for new operator acquisition.
- Implement and update the defined Contact Strategy within a time and performance management framework.
- Utilize all touchpoints (cold calling, digital, partners, visits) to proactively contact customers and generate new operator leads.
- Maintain a strong on-field presence to monitor the Area and ensure consistent achievement of sales targets.
- Professionally execute the full selling process: Preparation, Opening, Listening & Questioning, Presenting, Handling Objections, Closing, and Follow-up.
- Be comfortable conducting culinary activities (demos, sampling, menu consulting) while strictly following HACCP and safety rules.
- Actively participate in the digital environment by leveraging relevant tools like CRM, Social Media (SM), and Power BI (PBI).
REQUIRED QUALIFICATIONS
- Bachelor’s degree in business, marketing, or a related field.
- Min. 2 years’ experience in sales functions.
- Fluency in Estonian & communicative English.
- Strong communication, negotiation, and organization skills.
- Winning mindset, result oriented team player, adaptable in changing environment, ability to operate in a digital way.
- Willingness to travel nationally.
- B level driving licence, driving experience more than 2 years.
PREFERRED QUALIFICATIONS
- Culinary background (chef experience in restaurants, hotels, or catering).
- Strong presentation and communication skills.
- Ability to combine creativity with commercial thinking.
- Passion for food trends and innovations.
- Willingness to travel and work in client kitchens.
ADDITIONAL INFORMATION
- Monthly gross salary 2000 EUR - 3000 EUR (depending on experience, quarterly bonus included);
- Startup environment at one of the largest FMCG Global companies;
- Adventurous work with professionals;
- Support on personal and professional development; Access to digital learning – LinkedIn Learning (digital licenses;
- Great team and culture;
- Hybrid way of working;
- Working tools – phone, computer, car.
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.
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