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  • Job Type
    Full-time Position
  • Background
    Management & Business Others
    Marketing and PR
    Supply Chain and Procurement
  • Languages
  • Experience Required
    10+ Years
  • Degree Required
    • Province
      7,252 reviews
    • Date Posted
      March 01,2021
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    Head of Export & Distributor accelerator Tea Company

    Head of Export & Distributor accelerator - Tea Company

    Work Location: Netherlands

    Job Type: Full time

    Limited travel

    About the Tea Business

    Unilever is proud of its Tea business, the biggest in the world, with world class purpose driven brands such as Lipton, PG tips and Pukka. Recently, Unilever decided to separate the Tea business to ensure it can best achieve its potential. Unilever is currently reviewing several options for separation, including a demerger, an initial public offering, a disposal or through partnership models. The process is expected to conclude by the end of 2021. The Tea businesses in India and Indonesia, and the partnership interests in the ready-to-drink Tea joint ventures will be retained.

    The balance of the Tea brands and geographies and all Tea estates, with generated revenues of €2 billion in 2019, is growing and profitable with proven potential both pre- and post-COVID-19. As a standalone entity, the Tea company remains number one in the world and is even better positioned to lead the industry and take full advantage of the opportunities in the category, with more focus and entrepreneurship driving greater growth and value.

    The current vision for the Tea company is to champion a tastier, healthier, more sustainable world of plant-based drinking. Purposeful thinking will be the core anchor of the business, its brands as well as its culture, and enables simple and agile decision making, supports an entrepreneurial mindset and is driven by passion for our consumers.

    As we move through this journey towards separation, we are seeking employees with a passion for exciting entrepreneurial experiences, who want to pursue unique career opportunities and have a desire to be an integral part in building the bright future of this plant-based company.

    Your Role:

    The Tea Export Company is a global team based in the Netherlands to support the local and regional hubs managing Distributor markets. Tea Export Company team will be:

    • To act as an export Company for markets where there is no local transacting TeaCo legal entity and provide transactional routing for export transactions between supply market, MSO and / or distributors overseeing and controlling intercompany billing

    • To drive growth agenda within the distributor markets through:

      • Unlocking Distributor Markets from Lead Markets portfolio allowing the expansion of assortment & Brand portfolio through consumer led x-border assortment solutions

      • Work with Global D4C team & Lead Markets to design new models / revenue streams & unlock white spaces in terms of consumer groups (e.g. ethnic, religious minorities) & channels (e.g. travel retail, duty free, health & well-being

      • Act as a sales and marketing center of excellence to support all distributor markets / managers selling TeaCo Product through providing a central point of contact for guidance on contract templating, import / exports processes, duty, taxes & local regulations, customs, licensing requirements

    The purpose of the role is to set up and lead the Tea Export Company towards business objectives in line with Tea Company strategy.

    • “In”-trepreneur: Responsible for all business activities and growth of the distributor market business within the ambition of the Tea Company

    • Drive a strategic approach to accessing growth opportunities with high levels of integrity i.e. in a way that does not drive channel or geographical conflict

    • Oversee the entire cross functional Tea Export Company team, including the finance, supply chain, sales, and marketing teams within Tea Export Company.

    • Directly responsible for driving performance, business growth and profitability within the distributor markets.

    • Creating winning market positions by developing, defining, negotiating strong business relationships

    • Drive E-com execution as a priority in distributor markets.

    • White space new revenue development: channel, markets/geographic, portfolio, GTM partners

    • Talent catalyst: Responsible for growing and nurturing talent including succession planning ensuring organization is fit to win short and long term.

    Your Key Tasks:

    Leadership and Stakeholder management

    • Leading regular cross functional leadership and lead market team meetings on a monthly/quarterly basis.

    • Develop Tea Export Company strategy and input into annual and strategic business plans.

    • Representing Tea Export Company in monthly / quarterly business reviews to global team.

    • Drive growth agenda mindset throughout organization.


    • Set up new Tea Export Company Including team and cross functional ways of working.

    • Set up & roll out new financial system as well as build transaction flow process and ways of working for Global Export markets / transactions:

      • Design import / export documentations and flows

      • Support with license / permit requirements

      • Support with local and global legal entity set ups

      • Support with Distributor contracts templates

    • Develop GTM strategy with Lead markets to identify key GTM partners by channel (B2C, B2B, E-com) and develop / define strong business relationships with them

    • Build winning market positions by identifying new opportunities and areas for growth.

    • Develop contract templating framework

    • Set annual negotiation strategy and framework for distributor markets - financial incentives, TTS, BMI, performance targets and align with lead markets

    • Develop distributor market category strategy in line with Tea Co strategy.

    • Lead and consolidate annual plan program in alignment with lead markets.


    • Responsible for performance delivery, including market share and top line targets.

    • Support lead market in portfolio management including mix profitability and supply chain efficiencies.

    • Develop global x-border shopping basket of consumer led portfolio solutions.

    • Ensuring best practice is shared across distributor markets, identify barriers for expansion and work with other functions to unlock blockers.

    Scope and Key interfaces for this role:


    • Build and lead the Tea Co Export business

    • Lead a cross functional team of 13 members (Team members possibly will sit in hubs closer to grouped distributor markets.)

    • Manage the distributor managers (c25) that cover 58 distributor markets. Build distributor management capability

    Key interfaces:

    • Internal:

      • Design for channel lead

      • Cross functional leadership team

      • Cross functional teams – EG: supply chain, finance.

      • Brand custodians

      • Reporting to CMO

      • Lead market

      • General manager for distributor market hub

      • Distributor Managers

      • Marketing managers

    • External: Customers: Wholesalers, distributors, key accounts as required

    Required Knowledge and Experiences:

    • Commercial degree, preferably in sales and marketing.

    • Experience in a FMCG business at least 3-4 years at director level

      • Business development/sales leadership experience

      • Proven track record of delivery topline and bottom-line results.

      • Leading a cross functional leadership team

      • Experience in setting up RTM at a regional / global level

    • Experience within the beverages/ tea category is a pre

    • Brand building/channel marketing experience is a pre

    • B2B experience- Food Solutions is a pre

    Required Skills:

    • Functional and technical knowledge

      • Sales: Strong communication and negotiation skills

      • Marketing: Brand building marketing.

      • P&L – financial acumen

      • Ability to inspire a team

    • Proven track record of strong

      • Leadership and strategic influencing skills towards multifunctional stakeholders

      • Communication skills

      • Problem solving skills

      • Negotiation skills

      • Crisis management skills

    • Language Requirements: English

    • Digital marketing/ demand creation. EG: Running online digital campaigns is a pre

    • E-Commerce sales – listing and driving online sales through e-com partners EG: Amazon is a pre

    • Confidence and fearlessness to take decisions, exercise autonomy and have a strong bias for action.

    • A strong sense of ownership and accountability

    • Organizationally and analytically strong

    • High level of resilience and problem solving.

    • Ability to inspire and motivate.

    • A dot connector.

    • Curiosity: A customer centric mindset.

    • You love to win, and have fun doing it.

    • Ability to perform under pressure.

    • Relevant values, drivers for this role

      • Performance and growth mindset

      • Agility to thrive in a VUCA world

      • Flexibility to drive change

      • Transparency and openness

    Excited about the Role?

    Please apply online and submit your CV & Cover letter. Your application will be reviewed against our requirements and we will be in touch to provide you with an update on the status of your application.

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