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.
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 lead the business development from a central level across all distributor markets and drive the growth agenda though identifying white space opportunities in the Go to Market space. The role is responsible for both tactical and strategic performance and compliments lead market distributor CD and marketing organization. Key responsibilities are:
Directly responsible for driving performance, business growth and profitability within the distributor markets.
White space new revenue development: channel, markets/geographic, portfolio, GTM partners
You will set the and guide the business strategy for expansion, growth and profitability in emerging markets and channels, liaising with Brand Managers and cross-functional SME team
Developing goals for the distributor management team and business growth and ensuring they are met
Identify and develop potential GTM partners, working with lead market to implement.
Training personal and helping team members develop their skills.
Challenge and guide distributor markets on GTM partners, portfolio, channels, execution to ensure the best performance and knowledge transfer between markets
Set annual negotiation strategy and framework of financial incentives - TTS, BMI, performance targets and align with lead markets
Build winning market positions by identifying new opportunities and areas for growth and work with Distributor Managers in market manage end to end implementation from idea to launch.
Support distributor markets to identify, develop, define strong business relationships with GTM partners & e-commerce platforms and develop Key Performance Indicators for distributor markets
Consolidating annual plans and hold markets accountable to drive growth and profitability as well as increasing market share.
Scope and Key interfaces for this role:
Develop business development function in Tea Export Company with 1 other team member.
Report to Tea Export Company Sales and Marketing Lead
Cross functional teams – EG: supply chain, finance.
Cross functional leadership team
Global Design for Channel team
General manager for distributor market hub
External: Customers: including GTM partners and key accounts
Commercial degree, preferably in sales and marketing.
At least 8 years of working experience of which 3-4 years’ experience in a FMCG business at a managerial 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
B2B experience- Food Solutions is a pre
Functional and technical knowledge
Sales: Strong communication and negotiation skills
P&L – financial acumen
Ability to inspire a team
Language Requirements: English
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.
Problem solving skills
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.