Job Title: Business Development Manager-Exports and Duty-Free business
Reports to: Head of Exports and Duty-Free business
About the Function:
Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.
We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realize your fullest potential.
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Context/Scope:
Exports and Duty-free business is fundamental to EABL as a group. Exports & Duty-Free market is a USD 27.3M business and comprises of 11 countries and 22 shops within the duty-free zones-JKIA& Mombasa International airports and DEFCO
EABL is keen on ensuring that the export and Duty-free business becomes the growth engine for EABL and hence the need to invest strategically to optimise all export and duty-free opportunities.
The role of a Business Development Manager is vital and provides a leadership position creating a strategic direction to the growth of the export business to the sales team reporting to him.
Purpose of role:
To lead the development of exports and local duty-free business through long-term strategic partnerships with an ambitious year on year net sales volume growth.
Specifically, the role holder has responsibility for the following:
Managing the overall Export/Duty-Free P&L, through Net-sales-value-generating activities within agreed budgets.
Identification of new export business opportunities in key markets, identifying leads for potential business partnership, recruiting new export partners, and flawlessly onboarding the recruited customers.
Developing a strategy for the export & duty-free business in partnership with the existing and new customers, to enable more volume growth in market.
Lead role in planning, execution, Measurement& Review of all Below-The-Line Exports and Duty-Free activities.
Portfolio and category management-listing to increase EABL footprint in more countries globally.
In charge of brand forecasting, brand marketing plans and trade marketing activities in collaboration with other functions within the business.
Management of suppliers that provide various Below-The-Line services in South Sudan and Local duty-free. The role holder briefs agencies on execution plans, oversights execution, of the BTL activities in order to deliver value to the business whilst also conducting Quarterly Supplier performance reviews.
Dimensions:
Financial
- This role has a direct and significant impact on EABL (exports) delivery of breakthrough Strategy, and its overall NSV and profit growth targets.
Market Complexity
- The role is a key leadership position in EABL. The role holder requires an understanding of how a total business is managed working with other cross functions. It requires a set of insight generating methodology relying mostly on our partners to provide relevant information to grow the overall business.
- The role holder needs to build alignment across our partners, leading significant change through their distribution networks, to ensure wider coverage providing an easy access to our brands.
- Our partners also stock and sell competitor brands. (Non-exclusive) The role holder must therefore be able protect/Drive EABL brands interests ruthlessly to ensure we grow EABL share.
- Export markets have varied regulatory requirements hence understanding of customs, alcohol licensing among other regulations is imperative for success in this role.
Role Responsibilities:
Develop export and duty-free Strategy and gain market share where we are operating
- Responsible for defining financial goals for our customers and devising the plan to deliver against set targets
- Will monitor export/Duty free customer business performance on a monthly basis and course correct to ensure that we are able meet or exceed our mutual goals.
- Own the execution of the strategy within the targeted markets
- Create and apply platforms, coach and train Sales Reps and KAM's on trade marketing executions
- Propose, develop, drive and regularly review the trade terms with the Export and Duty-free customers to ensure they are competitive and drive mutual business growth.
Enable EABL to be the partner of choice for our customers
- Develop a joint business plan leveraging the multi-functional team in collaboration with the Key strategic customers
- Leverage category management, customer marketing, marketing, and finance and supply chain to bring breakthrough ideas to our strategic customers.
- Work across EABL functions to access breakthrough thinking and great ideas for our customer.
- Build internal alignment and leverage internal resources to deliver against our aspiration and commitments with the Key Strategic partners.
Enhance Capability & drive amazing relationships
- Educate and inspire the total organization in EABL to build understanding of the Key Strategic customers and how we can best partner with them.
- Transforming the capability of our strategic partners. The role holder will be instrumental in causing this transformation across our key customers by applying in depth knowledge of their operations and creating mutually beneficial relationships to deliver business growth.
Budget Accountabilities
- Responsible for export/Duty free sales unit budget to drive targeted initiatives geared at driving growth.
Diversity statement:
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.
We embrace diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you.
If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.