Job Description :

Application deadline 21st November

About us

From Arthur Guinness to Johnnie Walker, our business was founded on people of great character, and in 250 years, nothing’s changed. We’re the world’s leading premium alcohol company. Our brands are industry icons. And our success is thanks to the strength of our people, in every role. It’s why we trust them with our legacy. And it’s why we reward them with the career-defining opportunities that they deserve. Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world’s very best people. Feel inspired? Then this may be the opportunity for you.

SBL was incorporated in 1988 as Associated Breweries Limited and changed its name to Serengeti Breweries Limited in 2002 and commenced commercial operations in 1996 with one brewery in Dar es Salaam. The company was acquired by EABL in October 2010 and has three breweries located in Dar es Salaam, Mwanza and Moshi.

SBL flagship brand is Serengeti Premium Lager. Other brand portfolios include Guinness and Plisner.  Headquartered in Dar es Salaam, SBL is also the distributor of several global Diageo international renowned spirit brands such as Johnnie Walker®, Smirnoff Vodka®, Bailey’s Irish Cream ®, Richot®, Bond 7 Whiskey® and Gilbeys Gin®.

Purpose of role

The Premium Trade Manager role is responsible for building and managing the overall (generally head-office) relationship with multi-outlet Reserve accounts and the most significant and generally most sophisticated customers.

They manage Travel Retail, Hotels, Clubs & Style bars, and Specialists, as well as the development and execution of Key Accounts’ plans to achieve mutually defined objectives.

This  role will execute impeccable Joint Business Plans needed to shift perceptions from a commodity to a value-add and partner relationship and manage Reserve chains with commercial relationships & accelerate Ecommerce agenda.

Key accountabilities

• Brilliant execution:  Embedding the Everyday Minimum Execution Standards as the way of working. Ensure complaints from key accounts receive timely resolution.
• Partnership with key accounts: Develop and maintain great relationships and business partnerships with key accounts. Define and deliver medium and long-term Key Accounts business plans and the strategy (JUCP) for their implementation around a total alcohol, one-portfolio approach. Define customer trading terms (e.g. bonus, credit, discounts) in commercial planning, following guidelines from Finance Decision Support. Identify business opportunities, emerging trade trends and insights, and develop innovative ideas in strategic accounts.
• Execute Diageo Share performance in own accounts and deliver Budgeted volumes by account. Maintain commercial partnerships with large retailers and distributors to accelerate Ecommerce agenda
• Delivery of sales objectives: Ensure that key accounts achieve objectives in terms of availability, visibility, volume, margin, quality (e.g., RQI), and customer price of products.
• Compliance: Ensure that Key Account team members are well-trained and aligned with the Diageo Marketing Code, COBC and all corporate compliance guidelines.
• Reporting & Analysis: Consolidate insights and data gathered by the Key Account team to ensure that the management and relevant stakeholders are always fully informed. Contribute to shopper and category insight, resulting in powerful and breakthrough category strategies.

Qualifications, Experience, and Leadership

Required certifications

• Bachelor’s degree in relevant field
• Certifications

Required experience

• 6 years track record in sales (experience at a manager level would be an added advantage), with specific experience in account management, field sales or trade marketing.
• Basic P&L literacy and previous experience with financial data (targeted trade investment, margins optimisation, customer profitability…)
• Strong influencing skills, able to set a vision and inspire clients. Authentic in all interactions and able to build true partnerships with customers and internally with other functions.
• Valid driving licence and driving experience

Key Skills and Competencies

• Previous experience of managing/leading teams, either directly or indirectly, would be an added advantage. Previous experience in a direct customer facing role and customer development is valuable.
• A passion for luxury and Reserve with an understanding of competitors, distributors and key customers:  their businesses and particularly their shoppers/consumers in the Reserve universe
• Knowledge and ability to coach others in both the Diageo Way of Selling (DWS) and Diageo Way of Brand Building (DWBB) capabilities and tools.
• Experience of change management and complex stakeholder management
• Cross functional and multi-cultural  working experience

Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion or ethnicity.

Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world’s very best people.

We’re looking for people with creativity, boldness and a sense of purpose to take Diageo and our timeless, pioneering brands to the next level.

Feel inspired? Then this may be the opportunity for you.