Business Development Manager - Key Strategic Outlets at Diageo

Purpose of the Role

The Business Development Manager – Key Strategic Outlets (KSO) is a pivotal field-based role responsible for driving commercial growth across premium and luxury outlets in the Coast Region. This includes supermarkets, convenience stores, hotels, member clubs, high-energy bars, and similar accounts.

You will craft and execute high-impact business plans for key accounts, build long-term customer partnerships, deliver perfection in execution, and coach field teams to drive Diageo’s total beverage alcohol agenda.

Key Accountabilities

Strategic Planning & Execution

• Develop and implement tailored Joint Business Plans with key strategic customers.
• Lead the Key Accounts Management program with distributors, maximizing value across the RTM chain.
• Identify emerging trade and consumer trends and translate them into impactful market activations.
• Define execution standards based on Diageo’s 365 Essentials and ensure adherence across all touchpoints.

Customer & Market Understanding

• Conduct detailed outlet segmentation and territory planning.
• Leverage in-depth knowledge of brand and category performance to drive persuasive selling.
• Cultivate strong customer relationships, rooted in mutual growth and performance delivery.

Performance Management

• Track and manage performance against key KPIs: volume, NSV, market share, distribution, and ROI.
• Drive execution excellence and compliance with AOP targets and promotional standards.
• Review customer performance using data-driven insights to optimize investment and resource allocation.

Leadership & Coaching

• Coach and mentor internal teams and third-party sales reps to Diageo’s commercial standards (DWWS, AID, BOOST, GROW).
• Champion a performance-driven culture through regular trade accompaniments and capability building.

Governance & Compliance

• Uphold Diageo’s global standards, ensuring full compliance with health and safety, business conduct, and local regulatory frameworks.

Qualifications & Experience

Education:

• Bachelor’s degree in business, Marketing, Sales, or a related field.

Experience:

• 3–6 years of progressive experience in business development, key account management, or trade marketing.
• Strong commercial acumen with a track record of delivering NSV and customer value.
• Demonstrated ability to lead teams and influence cross-functional stakeholders.
• Experience in a matrixed FMCG or alcoholic beverages' environment is preferred.