About the role:
The Head of Emerging Business plays a critical role in achieving KBL’s short-, medium-, and long-term NSV ambitions. This role is accountable for delivering KES 35B in annual NSV, while driving operational excellence across distributors, route-to-market (RTM) operations, and the overall commercial ecosystem.
The role provides strong and inspirational leadership to the Emerging Business team through effective mentoring, coaching, and capability development. It ensures that RTM strategies, commercial capabilities, and key sales drivers are fully implemented and optimized.
In addition, the Head of Emerging Business motivates the team, identifies market opportunities, and ensures these opportunities are efficiently captured to accelerate growth. The position is central to building a high-performing team and unlocking incremental value within the commercial landscape.
Market Complexity:
Cultural - The alcohol market has a growing base of brews and locally made drinks that do not conform to set standards.
Distribution - EABL has 62 Distributors across the country who each face unique and area specific threats and require focused attention to achieve on targets
Role Responsibilities:
- Develop and implement a comprehensive strategy aligned to the business mission, ensuring sustainable growth and commercial excellence.
- Design and execute an effective Route-to-Market (RTM) strategy to capture and grow share within the informal alcohol market, ensuring strong market penetration and competitive advantage.
- Drive sales effectiveness by optimizing sales processes, strengthening execution standards, and ensuring the team consistently outperforms competition.
- Ensure disciplined budget management by controlling costs, reducing inefficiencies, and maximizing return on investment.
- Build people capability through consistent coaching, mentoring, and investing time in development to enhance team performance and readiness.
- Support the team through change, ensuring clarity, alignment, and commitment to business priorities.
- Embed and reinforce the sales incentive framework so that performance expectations are fully understood and consistently met.
- Develop and sustain a high-performing team that delivers exceptional results and demonstrates strong commercial capability.
Experience / skills required:
- A bachelor degree in a business related field
- Circa 10 years’ experience gained across commercial
- Track record of success in highly demanding sales organization
- Leadership of teams operating in multi-channel settings
- Experience of making strategic choices, evaluating alternatives, balancing short and long-term issues, and living with the consequences
- Solid understanding & demonstrated delivery in challenging trading environments, understanding of channel, pricing, negotiations and strategy development
- Exposure to and track record of resolving difficult situations
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About the role:
As a Market Category Specialist at Diageo, you will be pivotal in driving procurement outcomes through strategic business partnering and collaboration within our Procurement Centre of Excellence. Your role involves applying strategic procurement excellence to develop category strategies, leading sourcing activities in East Africa, and executing these strategies globally. You will cultivate subject-matter expertise, utilize supply market insights, and work across flexible resource pools for seamless demand management and career growth. Additionally, you'll actively participate in a global network of procurement professionals to align strategies, enhance capabilities, and share best practices.
Key accountabilities
- Applied Expertise: Build and share expertise in spend categories; become a subject-matter expert to drive value for Diageo.
- Category Excellence: Lead development of market data, category strategies, and sourcing events; improve tools and techniques.
- Business Partnering: Develop relationships with stakeholders and suppliers for insights and collaboration.
- Strategy Development: Support category strategy evolution by capturing business requirements, analyzing market dynamics, and proposing solutions.
- Best-in-Class Capabilities: Generate insights from benchmarking, develop cost models, and enhance analytics capabilities.
- Strategy Execution: Execute category strategies across boundaries; track progress with detailed KPI data.
- Support to Global CoEs: Ensure local market data is addressed in global strategy development.
- Sourcing Activities:
- Execute sourcing for Above the Line (ATL) categories using best practices.
- Support contract negotiations and manage compliance throughout contract lifecycles.\
- Risk Management:
- Identify and mitigate strategic risks as part of category execution.
- Address sourcing risks with effective mitigations involving all stakeholders.
- Supplier Relationship Management & Supply Chain Excellence:
- Maintain adherence to Source-to-Pay processes with proven performance management experience.
- Continuously develop skills through available learning resources.
Experience / skills required:
- Educational Background: Graduate or equivalent qualification; open to diverse educational paths, including membership in professional bodies like CIPS.
- Diverse Experience: 4–6 years in Procurement, Marketing Agency, Media, Creative Agency, FMCG Commercial, or other relevant roles. We welcome varied backgrounds that bring unique perspectives.
- Project and Strategy Expertise: Proven performance in projects and cross-market teams; experience or interest in developing and executing category and procurement strategies.
- Supplier Management Skills: Skilled in managing and negotiating with suppliers, valuing diverse approaches to relationship-building.
- Analytical Abilities: Strong analytical skills with financial awareness; an understanding of AOP requirements and financial goals. Diverse problem-solving methods are welcomed.
- Insight Generation: Ability to generate insights that influence decision-making; strong commercial acumen with an appreciation for different viewpoints.
- Systems Knowledge: Proficient in SAP, PRDM, MS Office, E-collaborate, or similar tools. Open to those eager to learn new systems.
- Communication Skills: Strong verbal, written, presentation, and interpersonal skills. We value communication styles that foster inclusivity and collaboration.
- Consistent Performance: Proven track record of consistent performance and delivery; we support diverse work experiences that contribute to success.
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