William Grant & Sons is hiring a Distributor Manager in Nairobi, skilled in route-to-market strategy, distributor management, and commercial sales growth.
Job Summary
As
the primary day-to-day contact for the distribution partner, you will work
closely with internal and external stakeholders to deliver business objectives,
strengthen route-to-consumer capabilities, and ensure outstanding execution
across all channels. This is an exciting opportunity for an individual who
enjoys building strong partnerships, analysing business performance, and
identifying opportunities to deliver sustainable growth.
What We Can Offer You
- We offer a competitive salary and benefits which are designed to
promote our employees financial wellbeing. Employees are also eligible to
participate in a bonus plan.
- Holiday entitlement.
- Private Healthcare
- Pension provision for local nationals is addressed by the statutory
plan (this is currently under individual arrangements)
- Our Employee Assistance Programme offers practical, impartial
support on everyday matters ranging from medical, financial and legal to
home and family issues.
- Our Life Assurance cover is a multiple of three times your annual
basic salary.
- Product allowance so that you can enjoy our fantastic portfolio of
brands with your family and friends.
- Every employee has the opportunity to claim funding each year for a
charity or charities for which they have raised money, volunteered their
time or personally donated.
- Learning resources to help you be your best self.
Main Responsibilities
- Build and maintain strong relationships with the in-market
distributor to support the delivery of agreed commercial plans and
performance objectives.
- Act as the primary day-to-day contact for the distributor, providing
support and guidance on executional requirements.
- Implement and manage the Integrated Business Operating Rhythm (IBOR)
process, ensuring effective collaboration between internal stakeholders
and the distribution partner.
- Support the development and deployment of Route-to-Consumer (RTC)
plans and global capability-building tools to enhance distributor
effectiveness.
- Hold the distributor accountable for the delivery of channel plans,
ensuring optimal distribution, merchandising execution standards (MES),
and market activation.
- Ensure marketing campaigns and activation programmes are executed
effectively across priority channels, outlets, and geographies.
- Prepare, analyse and provide commentary on monthly Route-to-Consumer
and commercial performance reports.
- Coordinate new product launches with internal teams and distribution
partners, ensuring timely execution and compliance with local regulatory
requirements.
- Analyse sales, stock, forecast, distribution, activation and market
share data to identify risks, opportunities, and actions to drive growth.
- Develop a strong understanding of market trends, customer needs,
shopper behaviour and competitor activity to support strategic
decision-making and business growth.
Our Ideal Candidate
- We are seeking a commercially astute professional with a proven
track record in distributor, channel, or sales management. You will be a
confident relationship builder, capable of influencing partners and
stakeholders while using data and insights to drive business performance.
Qualifications
- 5–10+ years’ experience in sales, channel management, or
distribution management.
- Experience working with distributors within FMCG, beverages, or
branded consumer goods environments.
- A proven track record of achieving and exceeding revenue and
commercial targets.
- Strong commercial awareness and negotiation skills.
- Expertise in channel strategy, route-to-market execution, and
partner development.
- Strong analytical skills with the ability to make data-driven
decisions and identify growth opportunities.
- Financial acumen, including an understanding of margins, stock
management, forecasting, and credit control.
- Excellent leadership, communication and influencing skills, with the
ability to drive results through cross-functional teams and external
partners.
- A proactive, resilient and results-focused approach with a passion
for delivering outstanding commercial performance.
How to Apply
