Diageo Area Business Development Manager in Kenya
External Job Title Area Business Development Manager AutoReqId 44986BR Function Sales Type of Job Permanent Country Kenya External Job Description *Application deadline: 10thFebruary, 2015*
This role reports to the Divisional Sales Manager
Context/Scope: EABL operates within a multi-cultural, multinational environment. EABL comprises four business units: KBL, EAML, CGI and UBL. KBL is further categorized into Demand and Supply. The Supply business is involved in the production and primary logistics of beer and spirits. The Demand business is involved in marketing and route to consumers. This role is located within the Demand Sales business. The ABDM role will be critical to the overall KBL short, medium and long term strategy in developing and driving our trade & distribution strategy as well as operational excellence in achieving 100%25%20distribution effectiveness and efficiency through our evolving Route To Consumer model.
The average ABDM looks after 3-4 distributor accounts and 2/3 Customer Relationship Representatives and is responsible for managing and developing profitable brand and volume growth within nominated distribution. The role is 90%25%20field based in regions, with long periods unsupervised and extensive travelling required. The job holder is expected to be away from home overnight on many occasions and will be under intensive pressure with constant demands from distributors and retail customers
Purpose of role: To positively influence sales of KBL brands by regular contact, networking and motivation of allocated distributor accounts. To ensure the sales team under them is delivering an optimized brand portfolio of both beer and spirits in each outlet across the Area s/he is managing.
Market Complexity: KBL demand has 97%25%20volume share of beer market. KBL demand is one of the leading FMCG companies in East Africa and also markets UDV brands. KBL operates in a very competitive environment that has seen the entrance of new players in the total alcohol category. This necessitates the need for a pro-active business approach. An advantaged national distribution network within the Kenyan alcohol market is key to maintaining KBLs competitive advantage and delivering of both volume growth and market share.
Top Accountabilities:
Embedding theDiageo Standards Of Excellenceas the way of working
Developing and sustaining amazing relationships with our distributors.
Develop and drive joint strategy and plans with distributors, have direct performance and P&L responsibility for distributor businesses.
Maintain a strong focus on working with distributors to develop sales capability within their organisations.
Ensure the constant updating and implementation of fit for purpose trade coverage plans for the area.
Adapt trade programmes developed by the Trade Development Manager, Customer Marketing & Brand teams to the area’s reality
Quickly escalate and lead response to competitive threats when necessary.
Ensure that area team and trade partners are well-trained and aligned with KBL’s International Marketing Standards and all Corporate Guidelines
Consolidate data gathered by area team to insure that DSM, Head of Trade and Trade Development Managers are fully informed at all times
Ensure that internal control procedures are followed in relation to the identification and resolution of cash and stock shortage discrepancies
Manage cash collection issues ensuring that contracts and procedures are written and negotiated in line with company procedures and legal requirements, minimising commercial risks
Manage budget for trade programmes for the area
Manage the productivity & cost optimisation of the area. Produce distributor and area P&Ls plus trade spend effectiveness in the area
Propose goals and KPIs for the programmes implemented in the area and track ongoing results
Generate/ gather ideas from customers and consumers in order to enhance and customise trade programmes
Qualification & Experience:
A business related degree or equivalent
At least 3 years’ experience in a similar role.
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