Vacancies 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.

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About the role

• Implement all public affairs, government relations and sustainability related programs.
• Engage with and build coalitions with regional and local government and non- government stakeholders to advocate and advance policies to drive favorable regional trade and tax policy.
• Partner with the EABL Corporate Relations Director on the development and delivery of our Corporate Relations strategy, to ensure we drive business performance in a responsible way. Work closely with the wider EABL Corporate Relations team, building collaboration and capability to enable the team to deliver a total CR agenda across Public Policy and Regulatory affairs, Communications and Sustainability.
• Scan for current trends to anticipate opportunities and risks for EABL and across industry, regularly evaluate legislation, policy and regulations from Kenya Government, work closely with the Executive team and senior leaders across the business to ensure these considerations are being factored into key business decisions.
• Build Public Policy and Regulatory affairs capability and outreach in EABL, establishing effective ways of working across functions and markets to ensure a positive regulatory environment that supports our ESG agenda as well as our Growth ambition.
• Partner with the Public Policy Managers across the region to ensure one joined up public affairs approach on priorities impacting EABL business as well as our ESG agenda. You will also work with the Communications teams to co-ordinate engagement and communications across the CR agenda.
• Lead all aspects of an annual programme of strategic external events, which strive to raise awareness and build advocacy around EABL and our brands.
• Represent EABL in Kenya and regional forums and cross-border policy discussions and drive evidence-based advocacy initiatives such as regional and international alcohol policy developments, tax, regulatory impact, illicit and elasticity studies in Kenya and within the EAC

• Drive Fiscal and Regulatory compliance with EAC-wide and international regulatory requirements.

Qualifications and Experience Required

• Bachelor’s degree in public policy, law, business, or related field
• 10+ years’ experience in regulatory affairs, public policy advocacy and/or government relations, with regional or international exposure.
• Strong understanding of EAC governance and global regulatory trends.
• Excellent communication, negotiation, and policy analysis skills that draws fresh insights and perspectives on public policy and regulatory affairs landscape.
• Willingness to travel across the region