Job Description :
Job Title: Business Development Manager – Key Strategic Outlets
Location: Coast Region, Kenya
Reports To: DSM Coast
Function: Commercial / Sales
Context & Scope
Diageo is the world’s leading premium drinks company with an iconic portfolio of brands including Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray, and Guinness. Our purpose – Celebrating life, every day, everywhere – is central to how we perform, how we create value, and how we build a diverse and inclusive culture.
Kenya Breweries Limited (KBL), part of the Diageo family, has bold ambitions to grow Net Sales Value (NSV) to $1B. This is underpinned by a focused growth strategy, world-class innovation, digital transformation, and a robust route-to-consumer model.
Through Project Fahari, we strive to elevate spirits into the most aspirational and versatile category. Our vision is to triple penetration, quintuple NSV, and reach 35% numeric distribution by FY30 through strong brand experiences and cultural partnerships.
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
1. 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.
2. 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.
3. 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.
4. 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.
5. 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.
Flexible Working Statement
Flexibility is key to our success. From part-time and compressed hours to different locations, our people work flexibly in ways to suit them. Talk to us about what flexibility means to you so that you’re supported from day one.
Rewards & Benefits Statement
We recognize and value performance, offering our people a highly competitive Rewards and Benefits package
Diversity statement
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you.
Worker Type :Regular
Primary Location:KBL
Additional Locations :
