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Business Development Manager – KSO Job Diageo
Business Development Manager – Key Strategic Outlets Job
Purpose of the Role
The Business Development Manager – Key Strategic Outlets (KSO) is a pivotal field-based role responsible for driving commercial growth across premium and luxury outlets in the Coast Region. This includes supermarkets, convenience stores, hotels, member clubs, high-energy bars, and similar accounts.
You will craft and execute high-impact business plans for key accounts, build long-term customer partnerships, deliver perfection in execution, and coach field teams to drive Diageo’s total beverage alcohol agenda.
Key Accountabilities
Strategic Planning & Execution
- Develop and implement tailored Joint Business Plans with key strategic customers.
- Lead the Key Accounts Management program with distributors, maximizing value across the RTM chain.
- Identify emerging trade and consumer trends and translate them into impactful market activations.
- Define execution standards based on Diageo’s 365 Essentials and ensure adherence across all touchpoints.
Customer & Market Understanding
- Conduct detailed outlet segmentation and territory planning.
- Leverage in-depth knowledge of brand and category performance to drive persuasive selling.
- Cultivate strong customer relationships, rooted in mutual growth and performance delivery.
Performance Management
- Track and manage performance against key KPIs: volume, NSV, market share, distribution, and ROI.
- Drive execution excellence and compliance with AOP targets and promotional standards.
- Review customer performance using data-driven insights to optimize investment and resource allocation.
Leadership & Coaching
- Coach and mentor internal teams and third-party sales reps to Diageo’s commercial standards (DWWS, AID, BOOST, GROW).
- Champion a performance-driven culture through regular trade accompaniments and capability building.
Governance & Compliance
- Uphold Diageo’s global standards, ensuring full compliance with health and safety, business conduct, and local regulatory frameworks.
Qualifications & Experience
Education:
- Bachelor’s degree in business, Marketing, Sales, or a related field.
Experience:
- 3–6 years of progressive experience in business development, key account management, or trade marketing.
- Strong commercial acumen with a track record of delivering NSV and customer value.
- Demonstrated ability to lead teams and influence cross-functional stakeholders.
- Experience in a matrixed FMCG or alcoholic beverages’ environment is preferred.
How to Apply
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