Platform for Growth Manager – East Africa

Diageo Africa produces & distributes premium branded drinks, in more than 40 countries across Africa. Our business model includes wholly owned businesses, publicly quoted companies (eg East Africa Breweries Limited with a market capitalization of c$2bn USD and Guinness Nigeria PLc with a market capitalization of c$1.5bn), joint ventures, 3rd party distributors & licensed brewing partnerships.

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Market Complexity

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• Diageo Africa has a broad beverage portfolio, consisting of regional and local brands including soft drinks. Africa has 3 significant regional beer players (SABM, BGI, and Heineken) and our relationship with each not only includes some form of partnership (ranging from licensed brewing of our brands to profit sharing joint ventures), but also includes them as our competitors in different geographies. Premium spirits has experienced significant growth, and international companies are beginning to dial up their presence in Africa.

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Leadership Responsibilities

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• As a key member of the Africa Commercial regional team this role will work closely with the Africa Sales Leadership team (ASLT) and their in-market 3rd party distribution teams to ensure we transform our 500+ Distributors to Strategic Partners leveraging the DWS - Platform for Growth programme and in turn building our Key Accounts teams Capability to successfully manage these partners through the Standards of Excellence programme.


• This role will be instrumental in both designing the Distribution Development Programme and then orchestrating the change across a number of markets, and where relevant, participating directly with the markets to guarantee the outcomes


• For optimal effectiveness the role holder will need to establish a local market presence. Ideally the candidate will be locally based, alternatively candidates who are prepared to immerse themselves in the market by spending up to 3 out of 4 weeks in market a one time, will be considered.

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Purpose of Role

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To guarantee that Diageo Africa has the most effective, sustainable and advantaged Route to Consumer and Route to Market in all of its Key IMC’s and this capability and the transformation in availability has become a tangible competitive advantage that delivers sales Destination 2014.

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Top Accountabilities

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1. Distribution Development Strategy


2. Ensuring the most effective RTC/RTM in our IMC’s


3. Building Strategic partners by embedding Platform for Growth


4. Transform Key customer management capability with Standards of Excellence


5. Managing Performance

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Qualifications and experience required

• Sales background and experience across multiple channels with emphasis on Key Account management and/or 3rd party distributors.


• Experienced to review, evaluate and propose RTC/RTM options and strategies.


• Works with key stakeholders to develop and align on strategy and its implementation.


• Able to develop and execute a strong strategy for Distributor development.


• Focus on delivery of performance - has sense of urgency and commitment and is a role model for brilliant execution.


• Builds and sustains trust with others through real relationships at all levels and cross functionally


• Able to influence and orchestrate change across multiple businesses


• A track record of creating the culture, behaviours and capabilities needed to inspire change with teams.


• Commercially Astute - Understands the commercial & competitive context and can identify implications of actions on this.


• Analytical and understands financial business linkages.

Platform for Growth Manager – East Africa