Distributor Manager

Job Description

East African Breweries PLC (EABL) is seeking a Distributor Manager to lead the management and development of Serengeti Breweries Ltd's Strategic Partners, Key Account Distributors, and Exclusive Distributor network in Tanzania.

Purpose of Role

The role is responsible for delivering shipment performance (primary sales), driving sustainable distributor profitability, ensuring optimal stock management, and strengthening strategic partnerships that support long-term business growth.

Key Accountability

Strategic Partner Management

• Lead all relationships with designated Strategic Partners and Exclusive Distributors.
• Serve as the primary point of contact for distributor business leadership.
• Conduct regular business reviews and performance evaluations.

Shipment Performance Management

• Own and deliver primary sales targets across assigned distributors.
• Monitor order management, stock holding and replenishment effectiveness.
• Drive forecast accuracy and execution disciplines across partners.
• Identify and mitigate shipment risks to ensure target achievement.

Distributor Health & Profitability

• Own Distributor Health Scorecard and profitability agenda.
• Monitor distributor financial performance and sustainability.
• Ensure distributors maintain required investment levels, infrastructure and operational capabilities.
• Support business improvement initiatives to maximize partner effectiveness.

Inventory & Supply Management

• Ensure optimal inventory levels across distributor locations.
• Collaborate with Supply Chain and Demand Planning teams to improve stock availability.
• Manage stock ageing, inventory rotation and working capital efficiency.
• Drive compliance to agreed inventory coverage policies.

Capability Development

• Strengthen distributor commercial, planning and operational capabilities.
• Facilitate training and capability-building programs.
• Drive adoption of EABL Standards of Excellence and Route-to-Market best practices.
• Support distributor succession and organizational development plans.

Performance & Reporting

• Ensure timely availability of accurate shipment, inventory and business performance reports.
• Track, review and communicate distributor KPIs.
• Lead monthly and quarterly business reviews.
• Provide insights and recommendations to improve performance and drive decision-making.

Governance & Compliance

• Ensure compliance with EABL commercial policies and governance requirements.
• Ensure distributors comply with contractual obligations.
• Manage risk, audit findings and corrective action plans.
• Promote responsible business practices and adherence to regulatory requirements.

Qualifications

• Bachelor's Degree in Business, Commerce, Economics, Supply Chain, Marketing or related field.
• Postgraduate qualification will be an added advantage.

Skills

• 5-7 years of commercial, sales, distributor management or key account management experience.
• Strong experience in distributor business management and Joint Business Planning.
• Strong commercial and financial acumen.
• Excellent forecasting and demand planning understanding.
• Strong analytical and reporting skills.
• Proven stakeholder management and influencing capabilities.
• Ability to manage complex strategic partnerships.
• Strong negotiation and relationship management skills.
• Experience within FMCG, Beverage or Consumer Goods environments.

Working with Us

We offer a competitive Rewards and Benefits package, flexibility to manage your wellbeing and balance your priorities, and a diverse and inclusive work environment.