Job Opportunities at East African Breweries Limited (EABL) - 2 Positions

Job Details

This role requires that the job holder is 100% field based in DIVISIONS, with long periods unsupervised and extensive travelling with an occasional night away from home. The job holder works closely with the Divisional Team Leaders and the Sales Director.

Dimensions

Market Complexity:

EABL (K) demand has 99% volume share of beer market. EABL (K) demand is the No.1 FMCG Company in Kenya and East Africa and also markets UDV brands.

Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocks allowing in flow of products from other markets.

There is increased threat from up and coming players in both beer and spirits especially in the lower and upper end market. The nature of competitors is complex with both illegal and established players operating within a market that has regulatory challenges. The outlets are more demanding, as they become more of profit units/driven vs. social. In certain markets the competition has grown up to even 50% of total alcohol from area centric competitors

• Competitors
• Regulatory
• Cultural
• Distribution

Leadership Responsibilities:

This role involves internal liaison at middle/ senior manager level and high level of cross functional support. The KAM is a key strategic contact between KBL and trade partners and is expected to have high levels of respect/contact required. Two Area Business Partners, 4 Customer Relations Managers and all associated resources and budgets are managed by this role.

Purpose of Role:

To manage All Take home trade channels, All supermarkets & Convenient Stores, AFCOs, Duty Frees, Hotels, Clubs & Style bars and manage the development and execution of Key Accounts’ plans to achieve mutually defined objectives, profits/NSV and brand growth targets.

Top 3-5 Accountabilities

• Develop Key Accounts Management Program and Business Plans with Distributor owners / with KPIs maximizing our RTM value chain and working to drive both volume “Push and “Pull” within both distributors and at the retail end
• To define and deliver stretching Key Accounts business plans and the strategy for their implementation around a total alcohol, one portfolio approach
• Identify emerging trade trends and insights. Able to build activity plans at Key Accounts level and innovatively implement at retail
• Build KA and ABP training and development plans in conjunction with sales training (one portfolio beer and spirits)

Qualifications

A Bachelors’ degree in a business related field or equivalent

Experience

At least 5 years’ experience with 2 years as Area Business Partner or Customer Relationship Representation

AutoReqId

60378BR

go to method of application »

For Diageo to achieve its ambitious growth and profitability agenda across the world, markets need to transform the way they develop, plan and execute their commercial plans. There is a particular focus required on customer planning, customer performance management, and revenue management (including pricing, promo effectiveness, and trade terms optimization) to increase our current performance.
This role will elevate the importance of “customer”, and customer plans, to the same level as “brand” and brand plans have today. Additionally, it will embed NRM holistic approach within our company processes.

The NRM Head will therefore be expected to;

• Partner with Global Teams and Priority Markets to deliver NRM Project across priority Markets
• Partner with local senior stakeholders to embed priority NRM changes including Pricing Strategy, Promotional Strategy & M&E, Trade Strategy and trade terms new structure
• Partner with Global Capabilities team to increase in market people skills
• Be the catalyst for organisational change, leading to the markets becoming obsessed with Revenue Management and Commercial Planning
• Own and execute roll out plans across NRM and Customer Annual Plan process

Qualifications and experience required

• Senior Commercial or Commercial experience
• Strong analytical/modelling capability
• Commercial Planning/Pricing/Trade Spend Optimization/M&E experience
• FMCG pricing expertise and experience of trade investment management is a distinct advantage.
• Able to command the respect of Finance and Commercial teams across Diageo through their experience, know-how, influence and relationship building skills.
• Courageous – able to take tough decisions and hold others to account
• Experience of driving change initiatives as a member of a team
• Ability to prioritise and make tough decisions in the interests of Diageo Experience of project management
• Able to build strong relationships, with good stakeholder management, alignment and influencing skills

AutoReqId

60985BR