Business Development Manager- Key Strategic Outlets

About the role:

Sales  

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell 6.5 billion litres of our iconic brands across 180 countries every year.  

We’re operating across different markets, channels, and areas of expertise. Using consumer insight and digital platforms, we reach new customers, markets, and celebrations to help us achieve our growth potential. ​​We’ll support you every step of your Sales career, as you work with people with diverse talents, backgrounds, and perspectives to realize your fullest potential. 

Context/Scope 

EABL operates within a multi-cultural, multinational, multi-currency environment. EABL comprises four business units: KBL, EAML and UBL. KBL is further categorized into Demand and Supply. The Supply business is involved in production of beer and spirits. The Demand business is involved in marketing and selling the product to consumers. 

This role is located within the Demand Sales business. The Business Development Manager role will be critical to the overall KBL short, medium- & long-term strategy in developing and driving our Premiumization agenda and operational excellence within strategic retail outlets and distributors. 

The job holder works closely with the Area Business Development Managers, Reserve Account Managers (RAM), Business Development Managers (Key Strategic Outlets) BDM (KSOs), Head of Reserve and Key Accounts, Commercial Performance Manager (CPM) (Nairobi), Divisional Sales Managers (DSM), Shopper Managers 

Dimensions 

Financial: 

Management of the Sales teams and sales tools to assure return on EABL’s investment through volume and NSV growth. 

Market Complexity: 

KBL demand has 96% volume share of beer market and 52% volume share for Spirits. KBL demand is the No.1 FMCG Company in Kenya and also markets UDV brands. KBL 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. The national distribution structure within the Kenyan alcohol market is key to KBL delivery of both volume growth and market share. 

Market situation is changing rapidly due to the economic situation, declining disposable incomes, County Government legislation on Alcohol and opening up of the economic trading blocs allowing in flow of products from other markets. Consumers are becoming more sophisticated in the choice of drinks offered in the market. This requires proactive selling to improve company market share and value share. Trade is evolving and being more sophisticated especially at retail level. 

Purpose of Role 

To ensure that the Divisional Strategic accounts are supported with Robust partnerships, Routines and processes are understood, that outlets and teams are trained to use the systems and that business processes and working practices across the division and distributorships are in line with Diageo Way of World-Class Selling and Code of Business Conduct. 

Role Responsibilities:

• Identifying prospective opportunities in the Malls, restaurants, hotels, cafeterias, and convenience and acting on the same. 
• Develop and implement Strategic and disruptive Ideas to help Outsmart and Outperform competition in the segment. 
• Developing and Managing relationships with Mall owners, HORECA (Hotels, Restaurants, and Catering) Key Decision Makers (KDMs), 
• Lead implementation and brilliant execution of all activation Plans by guiding the Agencies and Field Sales Representatives (FSRs). 
• Trade development: Develop all accounts within scope. 
• Develop and maintain an in depth understanding of the Channel and ensure all plans are aligned to the current trends to help meet the diverse and changing consumer/shopper needs. 
• Ensure all Plans and new opportunities meet the financial requirements (Positive return on investment). 
• Cross Functional Engagement with various stakeholders (Brand Marketing, Customer marketing, Reserve team, Finance team, ABDMs and Brand Protection teams) to help foster growth of Diageo brands. 
• Project Management: Develop and Manage all Joined up Customer Plans (JUCPs) between Diageo and Customers to ensure they deliver a win-win-win for Diageo, Customer and Consumers. Ensure Alignment with various stakeholders. 
• People Management: To coach, guide and lead a team of HORECA Reps to deliver the defined Sales Operational Execution (SOE) for HORECA. 
• Champion the Divisional Reserve Spirits, IPS, Premium beer Agenda by cascading ideas to help deliver value and growth for Diageo. 
• Monitoring consumer trends and competitor activities in the Channel to ensure Diageo always wins. 

Experience / skills required:

• A business-related degree or equivalent. 
• 6 years’ experience in analytics or sales role 
• Strong attention to detail. 
• Ability to follow defined business processes. 
• Ability to manage and monitor data quality. 
• Excellent interpersonal skills including the ability to influence.