Key Accounts Manager
Diageo
Nairobi, Kenya
Full Time
Beverages
Beverages
Published April 08, 2026
Job Description
Manage premium key accounts in Nairobi, driving profit and NSV targets for Diageo through strategic partnerships, data‑driven planning, brand activation, and cross‑functional collaboration across modern trade and field sales.
Key Responsibilities
- Own profit and NSV targets – “own the Premium numbers”.
- Develop world‑class collaborative customer partnerships and strategies.
- Orchestrate end‑to‑end relationships via a cross‑functional network within Diageo and the customer base.
- Coordinate tailored brand activity by channel and major customer; drive highest standards of execution.
- Contribute to shopper and category insight, creating breakthrough category strategies.
- Apply data and facts to planning, decision‑making, performance measurement and corrective action.
- Produce accurate forecasting through demand‑planning resources; monitor brand/customer volume, trends and dynamics.
- Create, develop and execute world‑class account plans.
- Identify and manage brand distribution (listing) opportunities for Reserve brands.
- Coordinate experiential events to build premium brand equity.
- Manage contracts (100% TLA, 50% of gold and silver accounts) through world‑class JUCPS.
- Ensure elevated quality of JUCPs anchored on data analytics and qualitative insights.
- Identify everyday minimum execution standards for customers and apply 365 Essentials principles.
- Navigate sales calls using proven commercial selling skills to match customer needs with business propositions.
- Demonstrate commercial competence (spend, volume, margin) to drive profitable growth.
- Use provided processes, tools and plans to build customised plans for priority accounts and drive execution at point of sale.
- Balance short‑term needs with mid‑term perspective; manage activity discipline.
- Implement, track and improve adherence to minimum execution standards; report results to the sales organisation.
Requirements
- Suitable university degree (BA/BSc/HND or equivalent).
- 3–5 years of commercial experience, preferably in FMCG or alcoholic beverages.
- Experience across multiple channels (Modern Trade, Key Accounts, Field Sales).
- High cognitive ability.
- Strong understanding of trading environments, channel dynamics, pricing, negotiations and strategy development.
- Proven track record in demanding FMCG sales organisations.
- Strong negotiation and conflict‑resolution skills.
Preferred Qualifications
- Cross‑functional exposure across different sales channels.
- Ability to analyze data and apply insights to planning and execution.
- Experience with demand‑planning and forecasting tools.
- Experience managing contracts for TLA, gold and silver accounts.
How to Apply
Interested and qualified candidates should apply via Diageo’s Workday portal: https://diageo.wd3.myworkdayjobs.com
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Contact the company directly to apply for this position.
Job Summary
| Company: | Diageo |
| Location: | Nairobi, Kenya |
| Type: | Full Time |
| Industry: | Beverages |
| Posted: | 04/08/2026 |