Bayer is a global enterprise with core competencies in the Life Science fields of health care and agriculture. Its products and services are designed to benefit people and improve their quality of life. At the same time, the Group aims to create value through innovation, growth and high earning power. Our products are helping to address some of today&rsqu...
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Job Purpose:
- Fully accountable for the end-to-end performance of the Shoprite business, operating under Bayer’s Dynamic Share Ownership (DSO) model
- Acts as the single point of ownership across strategy, execution, and results for the account
- Owns delivery of Net Sales, Profit, and Trade Investment efficiency, while driving category growth and market leadership
Key Tasks and Responsibilities:
Full Commercial Ownership (DSO Mindset)
- Own and deliver the Shoprite P&L end-to-end
- Act as the “business owner” of the account, not just a relationship manager
Balance:
- Growth (NSV)
- Profitability
- Sustainable trade investment
- Make trade-off decisions across pricing, promotions, and investment to optimise total return
Joint Business Planning & Strategic Leadership
- Lead development of a robust Joint Business Plan (JBP) with Shoprite
- Translate Bayer strategy into clear customer-specific growth plans
- Position Bayer as a strategic partner and category advisor
- Drive long-term value creation, not just short-term sales
Category & Market Leadership
Lead category conversations with Shoprite to:
- Influence shelf, assortment, and space decisions
- Shape category growth agendas
Leverage:
- Shopper insights
- Competitor intelligence
- Category trends
- Ensure Bayer is seen as a category leader, not just a supplier
Execution Ownership (End-to-End)
Accountable for in-market execution outcomes, including:
- Distribution and availability
- Shelf execution
- Promotional compliance
- Ensure alignment from strategy → store execution
- Drive cross-functional coordination to close execution gaps quickly
E-commerce & Omnichannel Growth
- Own growth across:
- Checkers Sixty60
- Online and on-demand platforms
Ensure:
- Pricing consistency
- Promo alignment
- Availability across channels
- Integrate omnichannel into core account strategy (not treated separately)
Trade Investment & Financial Discipline
Full ownership of:
- GTN (trade spend)
- Promotional ROI
- All commercial terms (rebates, allowances, etc.)
Drive:
- Clear return on investment for every rand spent
- Continuous optimisation of trade spend efficiency
- Ensure strict compliance with Bayer governance
Performance Management & Decision-Making
Drive a monthly performance rhythm:
- Track vs targets
- Identify risks early
- Implement corrective actions quickly
Use data to:
- Enable proactive decisions
- Drive clarity and accountability
- Escalate risks early with clear solutions, not just problems
Cross-Functional Leadership (DSO in Action)
- Lead alignment across:
- Trade Marketing
- Marketing / Brand teams
- Supply Chain / S&OP
- Finance
- Ensure one integrated plan with shared accountability for outcomes
- Influence without authority — own the outcome, not just the inputs
Operational Discipline & Governance
Ensure:
- High-quality forecasting inputs
- Accurate deal loading and accrals
- Clear internal communication
- Maintain strong discipline in:
- Trade term compliance
- Financial tracking
- Execution follow-through
Skills and Expercience:
- 5 + years FMCG KAM experience (Retail essential)
- Proven ability to own and deliver a P&L
- Strong commercial acumen (pricing, GTN, ROI)
- Experience leading complex cross-functional delivery
- Highly analytical and outcome-focused
- Ability to operate with high accountability and autonomy (DSO mindset
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