Accounts Manager at Diageo

Job description

Role Dimensions

Overview

The Diageo Sales vision is to become the best performing most trusted and respected Consumer Packaged Goods 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 Account Manager role is critical in delivering this vision with specific focus to the Diageo range of Luxury (Reserve) brands in the Kenyan market.

Market Complexity

KBL operates in a very competitive environment that has seen the entrance of new players in the total adult beverage category. This necessitates the need for pro-active business approach especially in the upper end market. The nature of competitors is complex with established players operating within a market that has regulatory challenges.

Purpose of Role

• 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.
• 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
• Identify and manage brand distribution (listing) opportunities as defined for the fiscal for all Reserve brands.
• Event co-ordination: co-ordinate experiential events to build Reserve brands’ equity
• Reserve brand sales driver implementation in defined outlet base.
• Identify persuasion initiative outlet priorities and drive implementation

Top Accountabilities

• Management of profit and NSV targets – “own the Reserve numbers”
• Develop truly world class collaborative customer partnerships and strategies
• Drive the highest standards of execution for all specified channels.
• Contribute to shopper and category insight, resulting in powerful and breakthrough category strategies
• Monitoring, evaluating and advising on Brand/Customer volume, trends and dynamics with objective to grow in line with business ambition.

Qualifications

• Suitable university degree.
• High cognitive ability

Experience

• 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 organisations (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