Kenya Breweries Limited (KBL), a proud subsidiary of Diageo and the driving force of East African Breweries Limited (EABL), is seeking an ambitious, highly motivated, and execution-oriented professional to join its Sales team as a Territory Management Representative based in Nairobi. As the leading premium drinks company globally, Diageo is home to celebrated brands like Johnnie Walker, Smirnoff, Guinness, Captain Morgan, Tanqueray, and Baileys. With an aim to celebrate life, every day, everywhere, Diageo continues to drive progress through innovation, inclusion, and an unrelenting pursuit of excellence.
Diageo’s ambitions in Kenya are clear and aggressive. The company seeks to grow Net Sales Value (NSV) to $1B, increase operating profit to $378 million, and expand Total Beverage Alcohol to 85% by the end of Financial Year 2030. To achieve these goals, the Sales team plays a pivotal role in ensuring top-tier market penetration, excellent retail execution, and effective customer engagement.
If you have the passion, drive, and experience to contribute to one of the fastest-growing FMCG businesses in Kenya, this role presents the perfect platform to realize your potential.
About the Role: Territory Management Representative
Position Title: Territory Management Representative
Location: Nairobi, Kenya
Reporting To: Area Business Development Manager
Level: Junior/Associate
Contract Type: Regular, Full-Time
Application Deadline: July 10, 2025
Job Requisition ID: JR1109282
Role Overview
The Territory Management Representative is an essential role in driving Diageo’s mission at the grassroots level. The individual in this position is responsible for implementing business and sales strategies at the retail level, ensuring that Diageo’s brands achieve maximum visibility, availability, and sales performance across designated territories.
The role focuses on execution excellence and controls & compliance, with a strong alignment to Diageo’s commercial goals. It involves close collaboration with the Area Business Development Manager and the Divisional Sales Manager to realize strategic business objectives.
This is not just a sales job—it is an opportunity to bring Diageo’s world-renowned brands to life in new and vibrant markets through precise execution, customer engagement, and business development.
Key Responsibilities
1. Execution Excellence
- Define and uphold the everyday minimum execution standards across all retail and customer touchpoints in alignment with Diageo’s 365 Essentials principles.
- Conduct structured sales calls using proven commercial selling techniques to understand customer needs and align them with Diageo’s offerings.
- Develop and deliver compelling customer propositions that meet customer expectations and enhance both customer and company profitability.
- Demonstrate commercial acumen by understanding spend, volume, margin, and other key business levers to make sound business decisions.
- Plan and execute customized activity plans for priority accounts in line with nominated growth drivers. Ensure these plans are implemented efficiently and effectively at the point of sale.
- Coordinate the execution agenda across assigned retail outlets to ensure all standards, merchandising, and promotional activities are adhered to.
- Manage activities with a mid- to long-term view while maintaining flexibility and responsiveness to short-term market needs.
- Monitor, evaluate, and report on execution standards regularly, ensuring consistent improvement and alignment with corporate goals.
2. Controls and Compliance
- Ensure full compliance with Diageo’s global and local standards, including adherence to the Code of Business Conduct, internal policies, and operational manuals.
- Collaborate closely with the Commercial Operations team to stay up to date with compliance requirements, new policy introductions, and adjustments to existing frameworks.
- Facilitate internal process controls and prepare for external and internal audits to safeguard company interests and maintain operational integrity.
3. Relationship Management
- Serve as a strategic partner to distributors and retailers by understanding their business needs and helping them grow their operations alongside Diageo’s.
- Build long-term relationships rooted in trust, performance, and value delivery.
- Act as the primary liaison between Diageo and customers, ensuring continuous feedback loops to inform strategy and operations.
4. Data Analysis and Reporting
- Leverage data to inform tactical and strategic decisions. Analyze sales trends, customer feedback, and market dynamics to refine plans and enhance performance.
- Provide regular reports to the Area Business Development Manager and other relevant stakeholders on performance against key indicators.
5. Territory Development
- Identify and nurture growth opportunities within assigned territories through market intelligence, competitive analysis, and on-the-ground insights.
- Advocate for Diageo’s brands through local activations, community engagement, and brand loyalty initiatives.
Qualifications and Experience
- A business-related degree or its equivalent from a recognized institution.
- At least 2 years of experience in analytics and 2 years in a field sales role.
- Demonstrated attention to detail and ability to execute plans with precision.
Competencies and Skills
Leadership
- Win through Execution – Lead bold and results-driven initiatives in fast-paced environments.
- Inspire through Purpose – Actively represent and amplify Diageo’s mission and values internally and externally.
- Shape the Future – Drive innovation and strategic foresight in territory planning and execution.
- Invest in Talent – Collaborate with internal and external stakeholders to support personal and professional development.
Behavioral Competencies
- Be Externally Curious – Continuously seek market insights, understand consumer behaviors, and anticipate future trends.
- Collaborate Efficiently – Create environments that encourage open communication and informed decision-making.
- Experiment and Learn – Take calculated risks, test new strategies, and learn from outcomes.
- Act Decisively – Focus on practical execution, prioritize effectively, and commit to results.
Functional Competencies
- Planning and Developing Executional Standards
- Core Selling Skills
- Customer Proposition Development
- Brilliant Execution and Merchandising
- Negotiation and Influence Skills
- Commercial Awareness and P&L Understanding
Culture and Inclusion at Diageo
Diageo is committed to building an inclusive and diverse workplace where every employee is valued, respected, and empowered to reach their potential. The company embraces diversity across all dimensions—gender, ethnicity, ability, sexual orientation, educational background, age, and more.
You will thrive in an environment that celebrates what makes you unique and encourages contributions that shape the company’s collective success. This position is more than just a job; it’s a chance to contribute to one of the most ambitious and values-driven organizations in the world.
Why Join Diageo?
- Work with world-class premium brands recognized globally.
- Be part of an ambitious growth strategy with tangible impact across Kenya and East Africa.
- Engage in continuous learning and development opportunities.
- Join a global community that values leadership, execution, and purpose.
- Experience a strong support system dedicated to your growth and well-being.
Application Information
This is a full-time position based in Nairobi, Kenya. Interested candidates are encouraged to apply by July 10, 2025.
If you require reasonable adjustments to support your application or working experience, kindly indicate this during the application process.
