Serengeti Breweries Distribution Manager

Serengeti Breweries Ltd (SBL) operates exclusively in Tanzania and is the 2nd largest beer company with a market share of 27%. It is an integrated demand/supply business with 2 operational breweries in Dar and Mwanza, and a third one being built in Moshi, which is situated in the northern part of the country near the Kenyan border. SBL’s flagship brand is Premium Serengeti lager, which accounts for 50% of SBL sales volumes. The other beer brands are Uhuru and Kick. In addition SBL produces and markets Vita-Malt. SBL is a subsidiary of East Africa Breweries Ltd (EABL) – which is in turn partly owned by one of the world’s biggest alcoholic beverage companies, Diageo. Diageo boasts some of the world's biggest spirits brands which are sold in the country such as Johnnie Walker, Smirnoff and Bailey's to mention a few.

The company is an integrated demand/supply business with 3 operational breweries in Dar Es Salaam, Mwanza, and a third one in Moshi, which is situated in the northern part of the country near the Kenyan border. SBL’s flagship brand is Premium Serengeti lager, which accounts for 50% of SBL sales volumes. The other beer brands are Tusker, Guinness, Tusker Malt, Kick and Pilsner.


Purpose of Role:
The Distributor Management is accountable for leading the Route to Market (RTM) in the Division and developing and sustaining amazing relationships with our key distributors. They develop and drive our TBB RTM Strategy and joint strategy/plans with selected distributors. Direct performance and P&L responsibility and a strong focus on working with distributors to develop the capability within their organisations.

Top 3-5 Accountabilities

This role is instrumental to ensuring that our brands are available at “arms reach” across our targeted channels. Accountabilities will include:

•Route to Consumer – ensuring Serengeti Breweries have the optimal route to market appropriate to their strategic commercial goals

•Transforming the Distributor Management capability of our in market teams and improve the capability of our Distributor partners

The incumbent will be instrumental in causing the transformation across our customers, our sales teams, and the wider organisation in the region. Key stakeholders will include:
•Sales Leadership teams in market
•Key support functions to enable the change (Finance, Marketing, HR, Comms, etc)
•Distributors partners

Qualifications and Experience Required:

•Supported by a business orientated professional or academic qualification (not mandatory)
•A strong and broad, 4 to 6 years track record in Sales and/or General Management at a leadership level. Marketing experience is also very valuable. Particularly important is previous P&L accountability and significant Distributor Management experience.
•Financially literate, understands and interprets financial data effectively.
•A broad commercial understanding and a track record of developing strong partnerships with distributors is particularly critical. Previous experience of strategy development, change management and complex stakeholder management (both internal and external) is important.

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