Job description
Context
KBL is recognized as one of Diageo Africa’s most important business units for future growth and within the context of an emerging market it is getting up weighted resource and focus to deliver a breakthrough plan towards FY22. Premium and Reserve Spirits are a priority strategic lever to enable this growth.Reserve vision: To be the first choice of any super deluxe drink chosen in prestige occasions in Kenya.We are committed to our vision of being ‘the best performing, most trusted and respected consumer goods company in East Africa’. The newly-created Diageo Reserve structure in Kenya is built on the principles and foundations laid by the giants of the drinks industry. To be a part of Diageo is to be a part of history – and to have the unrivalled opportunity to make your own mark in history.
Are you ready to join us on our journey to create history in Kenya and beyond?
Overview
The Diageo Sales vision is to become the best performing most trusted and respected Consumer Packaged Goods in the world and in every market we operate. Our goal is to be ‘winning at the moment of choice’, winning big and beating the competition. This along with putting the consumer at the heart of everything we do, will deliver sustained, mutual growth for our brands, categories, customers and partners. The Reserve Account Manager role is critical in delivering this vision with specific focus to the Diageo range of Luxury (Reserve) brands in the Kenyan market.
Market Complexity
KBL operates in a very competitive environment that has seen the entrance of new players in the total adult beverage category. This necessitates the need for pro-active business approach especially in the upper end market. The nature of competitors is complex with established players operating within a market that has regulatory challenges.
Purpose of Role
To ensure we win in market, now and in the future, Diageo needs inspired, motivated and equipped commercial managers capable of exceeding the goals asked of them.
Own, develop and drive the relationships and commercial agenda with customers – this is a customer facing role
Develop customer management capability
Deliver breakthrough business performance within their account base
Identify and manage brand distribution (listing) opportunities as defined for the fiscal for all Reserve brands.
Event co-ordination: co-ordinate experiential events to build Reserve brands’ equity
Reserve brand sales driver implementation in defined outlet base.
Identify persuasion initiative outlet priorities and drive implementation
Top Accountabilities
Management of profit and NSV targets – “own the Reserve numbers”
Develop truly world class collaborative customer partnerships and strategies
Drive the highest standards of execution for all specified channels.
Contribute to shopper and category insight, resulting in powerful and breakthrough category strategies
Monitoring, evaluating and advising on Brand/Customer volume, trends and dynamics with objective to grow in line with business ambition.
Qualifications
Suitable university degree.
High cognitive ability
Experience
5–8 years’ experience gained across commercial and other functions – cross functional experience an advantage.
Exposure across different channels and different levels of customer sophistication (e.g. National Accounts, Key Accounts and Field Sales)
Track record of success in highly demanding sales organisations (FMCG) and in alcoholic beverages
Strong knowledge & demonstrated delivery in challenging trading environments; understanding of channel, pricing, negotiations and strategy development
Exposure resolving numerous conflict-filled situations
Negotiation and conflict resolution with powerful customers
