The Territory Manager – Food & Beverage is responsible for driving sustainable sales growth and market penetration within assigned territories by delivering cleaning, sanitation, and hygiene solutions to food and beverage manufacturing customers. This role combines commercial sales leadership, technical solution selling, and customer relationship, ensuring customers meet operational efficiency, food safety, quality, and regulatory compliance standards.
The Territory Manager acts as a trusted advisor to customers, supporting them through cleaning program optimization, hygiene audits, and value-based solution delivery while strengthening Diversey’s competitive position in the F&B manufacturing sector.
Key Responsibilities
Sales & Business Development
- Develop and execute territory plans to achieve sales targets, volume growth, and profitability objectives
- Identify and convert new business opportunities within food and beverage manufacturing plants (e.g., beverage, dairy, bakery, meat, processed foods)
- Grow existing accounts through solution expansion, cross-selling, and contract renewal
- Manage the full sales cycle from prospecting and solution design to negotiation and closing
Customer & Key Account Management
- Build strong, long-term relationships with plant managers, quality assurance, production, sanitation, and procurement teams
- Position Diversey as a strategic hygiene partner, not just a chemical supplier
- Conduct regular customer reviews to track KPIs, value delivered, and improvement opportunities
- Handle customer concerns and coordinate timely resolution with internal teams
Technical & Solution Selling
- Deliver cleaning and hygiene programs aligned with food safety standards
- Recommend appropriate chemicals, dosing systems, cleaning equipment, and digital solutions
- Conduct site audits, hygiene assessments, and trials to support solution implementation
- Collaborate with application specialists on trials, validations, and performance optimization
Territory & Market Intelligence
- Monitor competitor activity, pricing trends, and market developments within the assigned territory
- Identify emerging customer needs related to sustainability, water and energy efficiency, and automation
- Provide accurate sales forecasts, pipeline updates, and business reports
Internal Collaboration
- Partner with Technical Service, Customer Service, Supply Chain, and Marketing teams to ensure seamless solution delivery
- Support new product launches and marketing initiatives in the F&B segment
- Ensure compliance with company policies, safety standards, and ethical guidelines
