Job Description :
About us
From Arthur Guinness to Johnnie Walker, our business was founded on people of great character, and in 250 years, nothing’s changed. We’re the world’s leading premium alcohol company. Our brands are industry icons. And our success is thanks to the strength of our people, in every role. It’s why we trust them with our legacy. And it’s why we reward them with the career-defining opportunities that they deserve. Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world’s very best people. Feel inspired? Then this may be the opportunity for you.
Sales
At Diageo, we do Sales differently. We are the leading beverage alcohol company in every region of the world, boasting internationally-recognised brands such as Baileys, Guinness, Smirnoff, and Johnnie Walker. This is your opportunity to create new ways to share and celebrate our truly iconic products across the globe!
We offer a perfect blend of local and global roles, covering everything from digital to customer service, our immersive store experiences to international operations. Wherever you are, you’ll need to be able to forge lasting relationships, bring commitment and energy to improve our performance, and a genuine entrepreneurial spirit in tune with our company’s proud legacy.
At Diageo, character is everything; so, if you share our sense of adventure, you’ll have the chance to learn a huge range of skills & disciplines and build an exceptional career with us.
Context/Scope
EABL operates within a multi cultural, multi national, multi currency environment. EABL comprises four business units: KBL, EAML,SBL and UBL. KBL is further categorised into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and pushing the product to consumers.
About the Role
This role is located within the Demand Sales business. The KAM is the high level contact between KBL and it’s key accounts and will be the “Push” Element in driving profits/NSV, volumes / brand growth. Role is also pivotal in driving trade innovation & creativity in key channels. The role has no contact and interaction with distributors and deals with off trade and future consumption.
Market Complexity
EABL (K) demand has 99% volume share of beer market. EABL (K) demand is the No.1 FMCG Company in Kenya and East Africa and also markets UDV brands. EABL operates in a very competitive environment that has seen the entrant of new players in the total alcohol category. This necessitates the need for pro-active business approach. EABL is dominant player in the Total Beverage Alcohol business. Various channels are important in distribution and availing the beer to consumers. Trade partnership is also crucial in ensuring that service to consumers is top notch in exceeding consumer expectations.
Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocks allowing in flow of products from other markets. Consumers are becoming more sophisticated. This requires proactive selling to maximise company market share. Trade is evolving and being more sophisticated especially at retail level.
There is increased threat from up and coming players in both beer and spirits especially in the lower and upper end market. The nature of competitors is complex with both illegal and established players operating within a market that has regulatory challenges. The outlets are more demanding, as they become more of profit units/driven vs. social. In certain markets the competition has grown up to even 50% of total alcohol from area centric competitors
Competitors - Registered competitor field of +67 companies operating across various market segments {Regional/brand specific/cultural segments}
Regulatory - Wide range of regulatory gaps and operators who rarely play within the set regulations, illicit brews, tax compliance
Cultural - The alcohol market has a growing base of brews and locally made drinks that do not conform to set standards
Distribution - EABL has 66 distributors across the country, 54 Keg Route Owners and 40 MGDC’S who each face unique and area specific threats and require focussed attention to achieve on targets.
Leadership Responsibilities
This role involves internal liaison at middle/ senior manager level and high level of cross functional support. The KAM is a key strategic contact between KBL and trade partners and is expected to have high levels of respect/contact required.
Purpose of Role
To manage All Take home trade channels, All supermarkets & Convenient Stores, and manage the development and execution of Key Accounts’ plans to achieve mutually defined objectives, profits/NSV and brand growth targets.
Reports To: Head of Off Trade
Top Accountabilities
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
To define and deliver stretching Key Accounts business plans and the strategy for their implementation around a total alcohol, one portfolio approach
Identify emerging trade trends and insights. Able to build activity plans at Key Accounts level and innovatively implement at retail
Ability to work cross functionally within KBL both beer and spirits
Build KA training and development plans in conjunction with sales training (one portfolio beer and spirits)
Develop Customer Plans plans and activities matching brands with opportunities
Ensure compliance with safety requirements at the work environment.
Qualifications and Experience Required
Qualifications
A Bachelors degree in a business related field or equivalent
Experience
At least 5 years experience in Customer Relationship management role
Diversity statement
Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender or ethnicity.
We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.
Character Is Everything
Worker Type :
Regular
