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Manager, Channel Strategy, Out of Home - ekaterra, Unilever’s Tea Division

Job ID:
Englewood Cliffs, NJ
Date posted:

Job Title:  Manager, Channel Strategy – Out of Home -ekaterra, Unilever’s Tea Division

WorkLocation: Englewood Cliffs, NJ

Job Type:Full Time

Travelrequired: Limited travel due to Covid-19 restrictions

About ekaterra

Unilever is proud of its tea business, the biggest in the world, with world class purpose driven brands such as Lipton, TAZO, PG tips and Pukka. Recently, Unilever decided to separate the Tea business to ensure it can best achieve its potential and renamed it to ekaterra to facilitate its separation to a standalone entity. eka stands for unity and one purpose while terra stands for earth and nature. As ekaterra we are united in one purpose: growing a world of wellbeing through the regenerative power of plants. 

Unilever is reviewing several options for separation, including a demerger, an initial public offering, a disposal or through partnership models. Unilever will retain the tea businesses in India, Nepal and Indonesia, and the partnership interests in the ready-to-drink Tea joint ventures.

Present in more than 100 countries, ekaterra generated revenues of €2 billion in 2019. With 13 production factories in 4 continents and tea growing estates in 3 countries, ekaterra is a profitable and growing business offering a world of wellbeing with the regenerative power of plants to hundreds of millions of consumers. As a standalone entity, ekaterra is even better positioned to lead the industry with dedicated focus driving greater growth and value. 

Combining the strength and scale of its global iconic brands with speed and agility, ekaterra is brewing a ‘corporate start-up’ mindset that’s opening up new opportunities to flourish every day – both for its business and its people.

At ekaterra, we work alongside people who put consumer love at the heart of every decision. Diverse minds who celebrate new ideas, share our values and the commitment we have for the wellbeing of all. In return, we create an environment that gives our people space and freedom, where they can grow as leaders. A connected community where ideas can thrive. Where you explore new challenges. Learning all you need to master your field, and even more about yourself.��

Be part of this amazing blend. Join us and help us grow a better world of wellbeing and a better you.

The qualities we look for in you:

ekaterra is made up of a special blend of individuals which make our teams exciting and diverse. To be part of our blend we are looking for individuals who think Green and are environmentally conscious, who understand the power of simplicity and who are accountable for their actions. We want those who infuse mastery and passion in everything they do to create great products and unforgettable experiences for our consumers.

What's in it for you?

We believe that growth is for everyone, we believe in growing leaders and making space to grow an owner’s mentality and like nature we adapt, we change, and we grow. We believe in connections over hierarchies and (work)levels. We have a 'corporate start-up' approach; we act with speed and agility, and we have the strength and scale of a large corporation. We are building a better world of wellbeing and a better you.


As Channel Strategy Manager, Out of Home, you will be responsible for supporting the growth agenda with new operator groups. You will have a deep understanding of operator groups, and how Food Service products and services best fit their needs. You will work with the cross functional Brand Marketing and CMI Teams to gain valuable insights and use these insights to build relevant, impactful, and differentiated operator journeys. Critically, you will use data as a key unlock to drive growth strategies for UFS.

YourKey Tasks: 

  • Develop an aligned strategy with Out of Home Strategy Manager using relevant CMI Insights to support operators that deliver solutions solving a real need, measured by performance KPIs – specifically topline sales and trade spend management.

  • Drive promotional effectiveness, manage trade investment, contract negotiations, pricing strategy, etc.

  • Relationship management & manage meetings with key relationships across strategic external partners

  • Use data as a means to identify and unlock new growth areas that will fuel future growth in the operator group

  • Key strategic link between brand building/development and field sales on planning, strategy & opportunity management

  • Develop deep understanding of assigned operator segment, leveraging industry data, real world experience, customer interactions, and food service field sales team experience

  • Understand and develop synergies and efficiencies with strategic partners

  • Support both push & pull marketing strategies through execution strategy

  • Oversee trade spend optimization, analysis, and effectiveness

  • Provide top customer input/insight into brand innovation planning and lead the customer presentation development process

  • Support brand and field projects as necessary to reach revenue targets and trade investment budgets

  • Special pack development and custom product creation with the marketing team

  • Serve as primary lead for brand communication to FS Field Sales Team Leader and FS Sales Team

  • Must be able to multi-task and balance several projects and priorities concurrently

  • Work with the Brand Team to develop a seamless, fully integrated marketing plan for top customers

  • Understand the categories we play in, and work within the FS Field Sales Team to establish a channel basket of products that fits the needs of the operators

  • Understand the end-to-end buying journey of the key operator group

  • Work within FS Field Sales Team to ensure flawless execution that drives growth in the operator / distributor groups

Skills and Experience:

  • 5+ years’ experience in similar function in FMCG

  • Proven track record in Marketing & Sales in the Foodservice industry

  • Strong understanding of the basics of Operator journeys

  • Demonstrated industry knowledge for Operator Groups & Trade Customers

  • Deep understanding of customer buying journeys

  • Experience developing strategy to drive growth & customer experience

  • Strong project management & process management experience


Unilever is an organization committed to diversity and inclusion 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. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability.  For more information, please seeEqual Employment Opportunity Posters

Employment is subject to verification of pre-screening tests, which may include drug screening, background check, credit check and DMV check.

If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses.

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