Business Development Manager - Key Strategic Outlets at Diageo

Diageo is the world’s leading premium drinks company, a business built on the principles and foundations laid by the giants of our industry.

 

Business Development Manager - Key Strategic Outlets

  • Job TypeFull Time
  • QualificationBA/BSc/HND
  • Experience3 - 6 years
  • LocationNairobi
  • Job FieldSales / Marketing / Retail / Business Development 

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

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.

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.

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.

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.

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.

Check if your CV matches this job with MyJobMag AI

Method of Application

Interested and qualified? Go to Diageo on diageo.wd3.myworkdayjobs.com to apply

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