Key Account Manager Shoprite at Bayer

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