Job Title: Business Development Manager – Key Strategic Outlets

Level: L5A

Reports To: Divisional Sales Manager

Context/Scope:

Diageo is the world’s leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose – Celebrating life, every day, everywhere – has an important role in our company, for our people, our diversity, our brands, in how we perform and how we create shared value. 

We have huge ambitions in KBL! We want to grow NSV to $1B fueled by a clear strategy, strong growth drivers, enabled by innovation at scale, digital transformation. Advantaged route to consumer, society 2030, a strong supply footprint and productivity.

Under Fahari, our ambition is to establish spirits as the most aspirational and versatile category, attending to the changing consumer demands with a strategy of unleashing the power of our brands and portfolio to curate strong culture and partnerships executed with commercial excellence to deliver *3 penetration, *5 NSV and 35% Numeric distribution by F30.

The Business Development Manager- Key Strategic Outlets role based in the Coast Division will be critical to create premium and luxury portfolio tailored luxury brand experiences, capture content during key cultural moments. The role is field based with extensive travelling required.

Dimensions

Financial

KBL F30 ambition is to grow to NSV to $1B (CAGR 8%), Operation profit at $378m (CAGR 10%) and Total Beverage Alcohol at 85% (+50%bps YoY)

Market Complexity:

East Africa Breweries Limited (EABL), one of the largest companies in East Africa, has extensive operations in Kenya including Kenya Breweries Limited (KBL) which produces, markets and sells alcoholic and non-alcoholic beverages in Kenya, and East African Maltings Limited (EAML) which sources raw materials for EABL’s business. EABL has subsidiaries in Uganda and Tanzania, as well as export operations in other markets in the region, and is a subsidiary of Diageo plc, the global alcoholic drinks company.

EABL is the largest business unit in Diageo Africa operating two spirits distilleries at Nairobi and Kampala, six breweries at Nairobi, Kisumu, Kampala, Moshi, Dar es Salaam and Mwanza and one malting plant in Nairobi – Industrial area.

Purpose of Role

The Business Development Manager – KSO role manages all home trade channels, All supermarkets & convenience stores, Hotels, Clubs, & Member Clubs, High Energy  bars and manages the development and execution of Key Accounts’ plans to achieve mutually defined objectives, profits/NSV and brand growth targets.

The candidate is expected to understand the commercial opportunity, develop strategy and execution plans that are delivered through high level joint up business plans, to drive performance management.

Role Responsibilities

Understand the Commercial Opportunity

• Brand & Category Knowledge - Persuasively sell the key features and customer benefits of Diageo’s brands and categories.
• Customer Understanding – Create Joint Business Plans with your customers based on their needs, motivations, P&L and growth drivers.
• Outlet Segmentation - Know your outlet universe and map outlets into territories based on the market’s segmentation guidelines.

Develop Strategy and Plan Execution

• Develop Key Accounts Management Program and Business Plans with Distributor owners / with KPIs maximizing our RTM value chain and working to drive both volume “Push and “Pull” within both distributors and at the retail end.