Strategic Partnerships Development Lead

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 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.

Purpose of role

Lead the management and development of Serengeti Breweries Ltd's Strategic Partners, Key Account Distributors, and Exclusive Distributor network in Tanzania.

The role is responsible for delivering shipment performance (primary sales), driving sustainable distributor profitability, ensuring optimal stock management, and strengthening strategic partnerships that support long-term business growth.

The role acts as the primary business owner of distributor performance and capability development while partnering closely with commercial and customer teams to enable market execution. Accountability is focused on shipment achievement and distributor health rather than depletion performance.

Key accountability

Strategic Partner Management

• Lead all relationships with designated Strategic Partners and Exclusive Distributors.
• Serve as the primary point of contact for distributor business leadership.
• Conduct regular business reviews and performance evaluations.

Shipment Performance Management

• Own and deliver primary sales targets across assigned distributors.
• Monitor order management, stock holding and replenishment effectiveness.
• Drive forecast accuracy and execution disciplines across partners.
• Identify and mitigate shipment risks to ensure target achievement.

Distributor Health & Profitability

• Own Distributor Health Scorecard and profitability agenda.
• Monitor distributor financial performance and sustainability.
• Ensure distributors maintain required investment levels, infrastructure and operational capabilities.
• Support business improvement initiatives to maximize partner effectiveness.

Inventory & Supply Management

• Ensure optimal inventory levels across distributor locations.
• Collaborate with Supply Chain and Demand Planning teams to improve stock availability.
• Manage stock ageing, inventory rotation and working capital efficiency.
• Drive compliance to agreed inventory coverage policies.

Capability Development

• Strengthen distributor commercial, planning and operational capabilities.
• Facilitate training and capability-building programs.
• Drive adoption of EABL Standards of Excellence and Route-to-Market best practices.
• Support distributor succession and organizational development plans.

Performance & Reporting

• Ensure timely availability of accurate shipment, inventory and business performance reports.
• Track, review and communicate distributor KPIs.
• Lead monthly and quarterly business reviews.
• Provide insights and recommendations to improve performance and drive decision-making.

Governance & Compliance

• Ensure compliance with EABL commercial policies and governance requirements.
• Ensure distributors comply with contractual obligations.
• Manage risk, audit findings and corrective action plans.
• Promote responsible business practices and adherence to regulatory requirements.

Qualifications

• Bachelor's Degree in Business, Commerce, Economics, Supply Chain, Marketing or related field.
• Postgraduate qualification will be an added advantage.

Skills

• 5-7 years of commercial, sales, distributor management or key account management experience.
• Strong experience in distributor business management and Joint Business Planning.
• Strong commercial and financial acumen.
• Excellent forecasting and demand planning understanding.
• Strong analytical and reporting skills.
• Proven stakeholder management and influencing capabilities.
• Ability to manage complex strategic partnerships.
• Strong negotiation and relationship management skills.
• Experience within FMCG, Beverage or Consumer Goods environments.

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.

We recognise and value performance, offering our people a highly competitive Rewards and Benefits package including:

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.

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