About the role:

The Diageo sales vision is to become the best performing most trusted and respected consumer products company 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 Accounts Manager role is essential in delivering this vision with specific focus to the Diageo range of Luxury (Reserve) brands in the Kenyan market.

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.

Role Responsibilities:

This is a customer facing role first and foremost, interacting, negotiating, selling, and jointly planning with customers in developing successful partnerships and business plans.

Demonstrated monitoring return of investment for the business from all the business plans contracted

Implement executional excellence at outlet level across all regions by driving priority brand activities through developing deep and effective activations within the customer base.

Identify and implement growth drivers for the agreed portfolio under your responsibility (within the assigned distributors and outlets)

Complete and track adherence to optimum execution standards (OPA) by segment, as defined by the market, to drive business growth.

Lead effective sales calls using proven commercial selling skills, identifying customer needs, and matching them to tailored business propositions that provide clear value.

Ensure distributor coverage and call frequency targets are met.

Manage assigned assets and Point Of Sale Material (POSM) to ensure that trade marketing resources are secure and used in the most efficient and effective manner possible.

Shape the future by embedding commercial digital tools (Edge, Trax, the bar) in everyday execution to guarantee advantaged route to consumer.

Ensure flawless execution and tracking of sales (JUCPs) and customer marketing plans at designated outlets, including promotions, staff, pricing, and merchandising.

Develop and maintain strong relationships with key customers, retailers, and distributors to drive engagement and teamwork on sales initiatives.

Work closely with the sales team to hit commercial targets by executing sales strategies, tracking performance, and identifying new growth opportunities.

Gather market insights and competitor analysis, providing feedback to inform strategic decisions and uncover growth opportunities.

Collaborate with the customer marketing team on cycle activities to ensure consistent brand activations across all outlets.

Experience / skills required:

Relevant bachelor’s degree

3 - 5 experience gained across commercial and other functions – cross functional experience an advantage.

Track record of success in highly demanding sales organizations (FMCG)

Strong knowledge & demonstrated delivery in challenging trading environments, understanding of channel, pricing, negotiations, and strategy development.

• Customer facing role interacting, negotiating, selling, and jointly planning with customers.
• Monitoring return of investment for the business from all business plans contracted.
• Implementing executional excellence at outlet level across all regions by driving priority brand activities.
• Identifying and implementing growth drivers for the agreed portfolio.
• Completing and tracking adherence to optimum execution standards (OPA) by segment.
• Leading effective sales calls using proven commercial selling skills.
• Ensuring distributor coverage and call frequency targets are met.
• Managing assigned assets and Point Of Sale Material (POSM).
• Embedding commercial digital tools (Edge, Trax, the bar) in everyday execution.
• Ensuring flawless execution and tracking of sales (JUCPs) and customer marketing plans at designated outlets.
• Developing and maintaining strong relationships with key customers, retailers, and distributors.
• Working closely with the sales team to hit commercial targets.
• Gathering market insights and competitor analysis.
• Collaborating with the customer marketing team on cycle activities.

• Commercial selling skills
• Negotiation skills
• Customer relationship management
• Market analysis
• Strategy development
• Digital tool utilization (Edge, Trax, the bar)

• Relevant bachelor’s degree
• 3 - 5 years of experience gained across commercial and other functions
• Track record of success in highly demanding sales organizations (FMCG)
• Strong knowledge & demonstrated delivery in challenging trading environments
• Understanding of channel, pricing, negotiations, and strategy development