Reserve Accounts Manager at Diageo

About the role:

The Diageo sales vision is to become the best performing most trusted and respected consumer products company 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 Accounts Manager role is essential in delivering this vision with specific focus to the Diageo range of Luxury (Reserve) brands in the Kenyan market.

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.

Role Responsibilities:

• This is a customer facing role first and foremost, interacting, negotiating, selling, and jointly planning with customers in developing successful partnerships and business plans.
• A crucial part of the role will be spearheading the transformation of the Kenya Reserve team to become the best FMCG Account team in Africa. As such, setting high commercial standards whilst showing strong leadership are both vital.
• The role is accountable for delivering vs. the commercial agenda within the account channel. It is critical to the success of Diageo’ desire to develop world class account management, leading to the creation of the no. 1 FMCG Key Account team in Kenya. It is also accountable for interpreting and bringing to life the sales and marketing strategy in a simple and powerful way. Integral to the role is the ability to ensure executional excellence at outlet level across all regions by driving priority brand activities through developing deep and effective activations within the customer base.
• Driving the customers’ perspective within Diageo is of great importance, leading to improvements in the development, planning and implementation of the company's brand plans, objectives and strategies.
• Critical to the success of this role is the ability to work with other functions (commercial, marketing, supply chain, OTC, distribution,) to ensure there is focus on delivering a cohesive business working toward one goal.

Experience / skills required:

• Relevant bachelor’s degree
• 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 organizations (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

Customer Engagement

• 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.

Account Management

• Identify persuasion initiative, outlet priorities and drive implementation.

People Management

• Set clear goals, track performance and provide timely feedback to ensure delivery against commercial objectives.
• Build team capability through structured coaching, mentoring and exposure to best practice in account management.
• Foster a culture of inclusivity, collaboration and accountability within the team.