Business Development Manager (Malaysia MT + SG)

Job Title: Business Development Manager (Malaysia MT + SG)
Work Location: Kuala Lumpur
Job Type: Permanent
Travel required: Yes

Who we are…and what we do

LIPTON Teas and Infusions is the world’s largest tea business, with world-class, purpose-driven brands such as Lipton, Pukka, Tazo, T2, PG Tips AND Brooke Bond. We are truly united in one purpose: growing a world of wellbeing to generate value for all.

In July 2022, CVC Capital Partners Fund VIII took over the full ownership of the LIPTON Teas and Infusions business (previously called ekaterra) from its former owner, Unilever. As a standalone entity with a dedicated single-category focus, we are even better positioned to lead the tea industry, delivering higher growth and value, and a greater impact on the communities we serve / wider world. With 9 production factories in four continents and tea growing estates in three countries, the business is profitable and growing, with our brands reaching hundreds of millions of consumers. Present in over 100 countries with an annual revenue of approximately EUR 2 billion.

Under the ownership of CVC, LIPTON Teas and Infusions has an exciting future ahead with opportunities for increased investments in our iconic brands, our people, and our capabilities, underpinned by our Value Creation Plan (VCP) strategy. Combining the strength and scale of our brands with a focus on speed and agility, LIPTON Teas and Infusions is brewing a corporate start-up mindset that’s opening-up new opportunities for its people to flourish every day. E-commerce acceleration is at the heart of the strategy, and we are keen to have talented experts to join us on this exciting journey.

We put consumer love & science at the heart of every decision. We celebrate diverse thinkers who take personal ownership to connect ideas and make impactful things happen; people who share our values around humanity and courage and give their commitment to nurturing the wellbeing of all. In return, we offer a working culture that gives our people freedom and flexibility, and where they can grow both personally and professionally to master their field.
Be part of our amazing blend. Come and grow yourself and, in turn, help us to grow a world of wellbeing!

Your Role
The purpose of the role is to maximise key commercial KPIs within your assigned geographical region for e.g., Malaysia, Singapore, Thailand through management of selected distribution partners, identifying and executing growth opportunities and driving best in class activation. Key responsibilities include the following:

•Management of distributors in the assigned area, with respect to infrastructure, process and overall operations to ensure outstanding implementation channel specific of brand / category, reviewing promotional efficiency and Point of Purchase (POP)/ Outlets vision, while ensuring agreed ROI and distribution objectives
•Develop and train the distributor operation managers and the distributor sales representatives
•Set growth agendas in line with company goals and liaise with local distributor teams for front end delivery.
•Consolidating annual plans and hold markets accountable to drive growth and profitability as well as increasing market share.
•Coordinating with key internal functions (ie. Marketing, order processing, supply chain, logistics, credit control) to ensure task timelines are met accordingly.

Your Key Task
•Understand the impact of geographic, demographic etc. factors on retail environment and assess customer and channel attractiveness
•Assist in determination of channel priorities based on brand / channel objectives and implement action plans
•Interpret findings of RSA / shopper insight into local context / activity and identify trends, provide inputs to category managers to identify new opportunities
•Proposal of milk tea mass pack based on in depth competition study to ensure Guardrail met and Lipton relevance in market (MYSG)
•Identify opportunities and develop a business plan by distributor each year
•Liaising with SU LJA to obtain free sales certificate from Dubai Municipal to enable official selling in Cambodia with product registration
•Develop mechanisms to recruit new OOH Tea Dust customers
•Align distributor business plan with company’s strategy into action plan
•Identify resources and infrastructure gaps and correcting them as per schedule
•Facilitated discussion with supply chain on the processes between Vietnam and Thailand on the documentation and permit timeline. Identifying roadblocks resulting in delays
•Maintaining clearer forecast & sales databank by channel in Malaysia & Singapore and updated master data to ensure data accessibility, business continuity with proper naming conventions
•Sourcing other means (different region’s artwork) to sustain portfolio assortment (Pukka SG) which delisted 2 top 5 sales SKU
•Monitor implementation of business plan; volume, value, growth, infrastructure and resources.
•Review performance against target of resources. Recommend capability development initiatives through coaching, sharing best practices
•Monitor customer for achievement of target and maintenance of agreed ROI and suggest alternatives
•Build and maintain relationships with key customers in the area
•Bi annual meetings to build confidence with key retailers (6-7 retailers)
•Coordinating FS customer’s food standard requirements and system onboarding with supply unit (Mcdonald’s SG with LJA)
•Understand the Point of Purchase vision by channel and evaluate quality of implantation and suggest / drive corrective action
•Analyze category / brand / SKU performance and prepare customer specific sales plan to achieve brand objectives
•Monitor implementation of channel specific activities and report performance. Take initiative for improving efficacy
•Make recommendations to improve availability, visibility (initiatives at distributor end)
•Roll out and monitor visibility improvement initiatives
•Identify, plan and implement actions to assist in performance improvement of distributor partners through; coaching, guidance, delegation, recommendation to training, projects etc.
•Coordinating with supply/demand planner to ensure efficiency in supply planning. (ie. Milk tea for MYSG), prior experience led to overstock in MY due to lack of holistic planning
•TTS budget tracking and claims processing - Consolidated budget and ongoing claims, ensuring tracking to avoid overspending or under utilization resulting in business impact. (4 distributors)
•Following up with distributors on payment to ensure Lipton’s cashflow is protected
•Involved in internal project meeting to ensure business aspect is taken into account.

Skills and Experience

Educational Background:
•Commercial degree, preferably in sales and marketing
Must haves:
•5 years of distributor/ customer management
•Proven track record of delivery topline and bottom-line results
•Proven track record of managing multiple stakeholders and delivering operational excellence
•Communication and presentation skills
•Problem solving skills
•Synthesis of data and insight
•Crisis management skills
•Proficient in English language

Who we are looking for
•Bias for action, drive for results
•Networking and influencing
•A strong sense of ownership and accountability
•Organisationally and analytically strong
•High level of resilience and problem solving
•A dot connector
•Curiosity: A customer centric mindset.
•Ability to perform under tight deadlines
•Relevant values, drivers for this role
-Performance and growth mindset
-Agility to thrive in a volatile, uncertain, complex and ambiguous world
-Flexibility to drive change
•Transparency and openness
•Passionate about Tea

What we can offer 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 by clicking on “Apply” below. Your application will be reviewed against our requirements. Should you not meet our immediate requirements, your profile will be registered in our talent pool system and we will match your profile to suitable future vacancies.
You will be able to access your status update through the candidate tracking link. Thank you for your interest and application.

LIPTON Teas and Infusions is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. We are interested in every individual bringing their whole self to work and this includes you! Therefore 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.