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ekaterra - Business Development Manager - Malaysia North Region & Thailand

Job ID:
Customer Development
Kuala Lumpur, Kuala Lumpur;
Date posted:
This job supports remote working

About the Ekaterra:

Unilever is proud of its Tea business - Ekaterra, 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, disposal or through partnership models. 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, Ekaterra 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 Ekaterra 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 a 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 Key Roles:

The market will be distributor lead the role is responsible for working with the strategic distribution partner(s) for both tactical and strategic performance.

You will act like a business owner - Responsible for all business activities and growth of the business, implementation of company business plan to drive the business growth, build winning market positions by identifying new business opportunities, developing, defining, negotiating strong business relationships.

You will coordinate with the multi-functional teams to manage the ongoing business, including pricing, getting the orders to cash. You will be managing a total of up to a number of assigned distributors, monitoring secondary sales, give directions to distributors on sales disciplines to drive secondary sales, along with trade marketing principles, landing the brand according to Unilever brand guidelines.

To manage the Profit & Loss (P&L) of the country, you always ensuring that not only selling in but being able to maintain a healthy P&L for the Company, as well as managing key projects within key markets are also part of the role.

Your Key Tasks:

Malaysia – North Region Market

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

  • Distributor management in the assigned market in terms of sales and distribution to ensure achieve company targets and requirements.

  • Develop Go-To-Market partners capabilities – sales and marketing training and support.

  • Performance management of key distributors.

  • Identify and implement local initiatives for sales and distribution improvement.

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

  • Carry out marketing and trade bulletin communication to the team and to ensure full understanding & execution excellent from distributor end.

Thailand market

  • End-to-end distributor management.

  • Support in the operationalization of the agreed initiatives.

  • Lead coordination meetings of the multi-functional team for customer-specific projects.

  • Execute and monitor all marketing initiatives through the distributor team.

Stakeholder Management and Key Interfaces:

  • Internal: Customer Development, Supply Chain, Finance

  • External: Key customer buyers, Distributor partners


60% of the time for traveling. Now limited due to Covid-19 restrictions.

Skills and Experience:

  • Commercial Degree.

  • Business development and sales/key account management experience in an FMCG business or B2B environment.

    • End-to-end business understanding including supply chain process.

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

    • Proven track record of managing multiple stakeholders, distributors, and delivering operational excellence.

Who we are looking for:

  • Food services/solutions experiences.

  • Strong communication and negotiation skills.

The Qualities We Look for In You

Ekaterra business is made up of a special blend of individuals which makes our teams exciting and diverse. To be part of our Ekaterra family 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.

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.

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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