About Us

East African Breweries PLC (EABL) is East Africa’s leading branded alcohol beverage business with an outstanding collection of brands that range from beer, spirits and adult non-alcoholic drinks (ANADs), reaffirming our standing as a total adult beverage (TAB) company.

EABL has extensive operations in Kenya, Uganda and Tanzania with breweries, distilleries, support industries and a distribution network across the region. It also runs a growing export operations business within and outside of the wider Eastern Africa region. The group’s diversity is an important factor in delivering the highest quality brands to East African consumers and long-term value to East African investors.

EABL operates within a multi-cultural, multinational, multi-currency environment, dealing with various regulatory, tax and compliance requirements

EABL is a Public Listed Company (Plc) listed on the Securities/Stock Exchange in Kenya, Uganda and Tanzania.

Functions:

Sales is where our brands meet the real world. This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter everywhere.

It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.

About the role:

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

Role Responsibilities:

• 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 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.
• 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.

Experience / skills required:

Qualifications

• Bachelor’s Degree in relevant field
• Required certifications

Required Experience

• 3-4 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…)
• Valid driving license and strong driving experience
• 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
• Strong understanding of commercial opportunities and sensitivity to customer’ satisfaction
• 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
• Knowledge and ability to coach others in both the Diageo Way of Selling (DWS) and Diageo Way of Brand Building (DWBB) capabilities and tools.
• Cross functional and multi-cultural working experience

• 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 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.
• 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.

• Basic P&L literacy and previous experience with financial data (targeted trade investment, margins optimisation, customer profitability…)
• Strong understanding of commercial opportunities and sensitivity to customer’ satisfaction
• 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
• Knowledge and ability to coach others in both the Diageo Way of Selling (DWS) and Diageo Way of Brand Building (DWBB) capabilities and tools.
• Cross functional and multi-cultural working experience

• Bachelor’s Degree in relevant field
• Required certifications