Senior Premium Trade Manager

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 the role:

The Senior Premium Trade Manager role is responsible for leading and managing Modern Trade – comprising Key Accounts, both On and Off Trade. Key account management is needed to shift perceptions from a commodity to a value-add and partner relationship.  Manage a set of key accounts at HQ level along with commercial relationships. KPI’s are Net Sales Value (NSV), Market share and innovation targets.

The role is responsible for the development of fresh thinking approach to reach top customers. This is not limited to gifting strategy, party serve execution, etc.

Senior Premium Trade Manager will enforce the teams to execute 12 months Joint Business Plans needed to shift perceptions from a commodity to a value-add and partner relationship.

The role is Responsible for creation and management of a tactical budget held within SBL to build distribution and rate of sales in these accounts.

Top Accountabilities:

• Win Through Great Execution: Directly responsible for the performance of the premium trade team, inspiring them to deliver commercial and financial targets for the market.
• Invest in Talent: Coach the team to step change performance, achieve career potential and create a robust succession pipeline.
• Bring the Diageo Purpose to Life: A successful Senior Premium Trade Manager is a leader who builds Diageo reputation in luxury and in the market generally – both with customers and suppliers. The individual is expected to impeccably role model the ethics and compliant behaviours expected of a leader in our business.
• Create Possibilities: Manages change sensitively by giving clear directions and encouraging others to approach him/her during times and issues of uncertainty. Demonstrates strong one to one coaching capability. Goes beyond the norm to be exceptional and inspires others to do the same. Creates and implements breakthrough ideas with flair. Delivers results through flawless execution. Enables the team to win and positively impact the broader business.
• Consistently Delivers Great Performance: Demonstrates deep personal accountability for performance and drives this through the team. Focuses on priorities demonstrating rigour and brilliant execution in everything, consistently. Moves easily between strategy and operational detail.
• Partnership with key accounts: Lead teams to develop and maintain great relationships and business partnerships with key accounts. Define and deliver medium and long-term premium trade 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.
• Manage investment to ensure mutual benefit for the retailer and Diageo.
• Delivery of sales objectives: Ensure that the team achieve objectives in terms of availability, visibility, volume, margin, quality (e.g., RQI), and customer price of products.
• Compliance: Ensure that the team members are well-trained and aligned with the Diageo Marketing Code, COBC and all corporate compliance guidelines.

Qualifications:

• Minimum 5 years Sales and/or Customer Marketing experience and Brand Knowledge
• HND/University Degree
• A strong track record in Sales, preferably in selling either within or outside the Beverage industry. Particularly critical is previous experience of account management or other customer facing roles.
• 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.
• A strong and broad track record in Commercial with experience of leading strategic planning with customers and P&L/financial data accountability.
• Good track record with translating strategy into action.
• Influencing and interpersonal skills.
• Excellent communication and interpersonal skills
• Strong ability to multi-task and operate with pace and agility
• Ability to find pertinent solutions in a dynamic and fast-running environment.
• Willingness to experiment and learn.
• Valid driving license and strong driving experience