Customer Development Manager

Job Description :

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

Purpose of Role:

- Ensure priority customers experience one connected EABL team that is easier to work with, delivers reliable service and grows customer categories. 

- Ensure customer and channel growth translates into stronger profit, better investment productivity and sustainable value for customers, consumers and EABL.

Top Accountabilities

1. Regional Go-to-Market (GTM) & Route-to-Consumer (RTC) Excellence

·       Define regional GTM principles, market archetypes and minimum channel standards across EABL markets.

·       Establish channel frameworks and success criteria for On Trade, Modern Trade, Convenience, Traditional Trade, Wholesalers, Distributors, Digital and B2B.

·       Own the regional frameworks for RTC, Distributor Excellence and strategic RTM partnerships.

·       Establish best-practice standards for outlet coverage, service frequency, execution quality and route productivity.

2. Strategic Partnerships & Commercial Capability Development

·       Create and govern a Strategic Regional Partnerships platform to elevate EABL's external partnerships and expand route-to-market reach and execution effectiveness.

·       Define the regional partnership architecture, operating principles and value realization framework for key strategic partners.

3. Revenue Growth Management (RGM) & Commercial Effectiveness

·       Lead the development and deployment of regional Revenue Growth Management frameworks, methodologies and capabilities.

·       Establish regional standards for customer profitability, price/mix optimization, promotional Return on Investment, trade investment effectiveness and cost-to-serve analysis.

4. Customer Development Strategy & Value Creation

·       Define the EABL Customer Development value-creation framework.

·       Establish integrated customer planning standards encompassing category growth, assortment, innovation, activation, pricing, promotions, supply, data-sharing and joint value creation.

·       Define regional requirements and priorities for Outlet IQ, On-Shelf Availability (OSA), route visibility and other commercial enablers, with Digital & Technology responsible for technical delivery.

Qualifications, Skills and Experience:

- Degree holder

- Minimum 7 years’ leadership and execution experience in a similar role, either within an FMCG (incl. drinks/luxury) environment or within the trade environment (e.g., hotel, bar or restaurant senior F&B experience)

- Solid understanding of P&L and budget management.

- Ability to lead, coach, and develop a team.

- Strong commercial and financial planning and decision-making skills, including channel profitability and targeted trade investment management.

- 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

- Outstanding relationship skills: proven ability to network and influence across functions and levels.

- Knowledge and ability to coach others

- Experience of change management, complex stakeholder management and participation in leadership teams.

- Cross functional and multi-cultural working experience

Working with us
Flexibility is key to our success. Talk to us about what flexibility means to you, so that you’re supported to manage your wellbeing and balance your priorities from day one. 

Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible.

We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team.

Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more.

Ready to bring your best? This could be your opportunity. 

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application. 

Worker Type :

Primary Location:

Additional Locations :

Job Posting Start Date :