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Customer Development Assistant Manager ANZ- Tea Business

Job ID:
Customer Development
North Rocks, New South Wales
Date posted:

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 purpose of the role is to lead the tea business (excluding T2) for the Australian and New Zealand market.  The ANZ business will be a distributor lead market, the role is responsible for working with the strategic distribution partner for both tactical and strategic performance. 

Key responsibilities are:

  • Setting up & leading a distributor lead business model in market, transforming the route to market, if necessary, from direct to distributors.

  • Identify, develop, and manage GTM distributor partners to meet business objectives.

  • Work with both the lead market and Tea Export company to drive growth and performance of the market.

  • Manage forecasting and stock management in market alongside the distributor.

  • Identify & exploit white space business development opportunities: Channels, portfolio etc.

  • Development and support execution of marketing strategy with distributors.

  • Facilitate rolling out of X-border portfolio solutions from other markets with the support of Tea Export Company.

Your Key Tasks:

  • Responsible for the P&L delivery of market, own budget and spend to support distributor markets.

  • Develop GTM partners capabilities – sales training and support.

  • Lead the S&OP process with lead market.

  • Performance management of key distributors.

  • Source and analyse secondary sales data in order to uncover portfolio or geographic opportunities.

  • Roll out and adapt existing portfolio and marketing mixes from lead/direct markets.

  • Roll out and adapt existing communication campaigns from lead/direct markets including B2C, B2B and digital.

  • Develop and support GTM marketing partners capabilities- marketing training and support.

  • Lead strategic pricing analysis and key competitor analysis highlighting gaps and opportunities for growth.

Key interfaces and relevant stakeholders for this role:

  • Build and develop performance of distributor market.

  • Lead market

    • General manager (line manager)

    • Business development/Customer development teams

    • Marketing managers

    • Supply chain management for forecasts, stock availability, in market quality issues, roll out of new mixes, etc

  • Tea Export company:

    • Dotted line reporting into Tea Export Company Sales and Marketing Lead

    • Tea Export Company ABM

    • Tea Export Company Business Development Managers

    • Tea Export Company Supply Chain Lead

  • Customers: including GTM distribution partners

    • Marketing/communication agencies (if applicable)

  • Flexibility for this role flexibility is available as the role will mainly be working with the key GTM distribution partners in Australian and New Zealand as well as the team in the lead market (Malaysia) and European based Tea Export Company.

  • Team members will sit in hubs as well as other distributor market.

Required knowledge and Experiences:

  • Commercial degree, preferably in sales and marketing.

  • Working experience in Sales & Markets with 3-5 years’ experience in a FMCG business managing distributors

    • Business development/sales management experience

    • End to end business understanding including supply chain and logistics

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

    • Experience with digital demand creation and fulfillment

  • Functional and technical knowledge

    • Sales: Strong communication and negotiation skills

    • P&L – financial acumen

    • Communication skills

    • Problem solving skills

    • Negotiation skills

  • Experience within the beverages/ tea category is a plus

  • Experience in Digital marketing/ demand creation – EG: Running online digital campaigns is a plus

  • Experience in E-Comm sales – listing and driving online sales through e-com partners EG: Amazon is a plus

Required Skills:

  • 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.

  • 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 rol

Excited about the Role?

Please apply online. 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.

Should you require additional information, please contact please contact the Recruitment Specialist Anita Tarlao via this email:

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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