Bayer is a Life Science company with a more than 150-year history and core competencies in the areas of health care and agriculture. We contribute to finding solutions to some of the major challenges of our time through our innovative products.
The Commercial Excellence lead is responsible for driving sales performance by defining and embedding clear execution standards across Commercial Functional Units (CFUs). The role focuses on strengthening execution rigor in distributor, territory, and channel management while fostering a performance culture grounded in accountability and data-led decision-making.
Key Responsibilities
Sales Execution Discipline
- Define and embed clear execution standards across CFUs (prioritisation, call discipline, coverage models, execution cadence).
- Strengthen execution rigor in distributor, territory, and channel management.
- Ensure consistency in execution practices while allowing for market-level adaptation.
Distributor & Channel Performance
- Drive distributor segmentation and prioritisation in partnership with Go-to-Market and Commercial Insights.
- Establish performance expectations for priority distributors.
- Support CFUs in improving sell-out execution and distributor effectiveness.
Performance Routines & Governance
- Design and embed effective commercial routines such as monthly performance reviews and execution check-ins.
- Partner with Commercial Insights to ensure reviews are data-led and action-oriented.
- Identify execution gaps early and support corrective actions.
Capability & Ways of Working
- Build execution capability through playbooks, tools, and coaching.
- Support the shift from activity-based selling to priority- and outcome-based execution.
- Reinforce a performance culture grounded in focus, accountability, and follow-through.
- Leverage AI to strengthen sales and commercial performance across the team.
Key Working Relations
- Part of the Commercial Operations execution sub-squad.
- Works day-to-day with Go-to-Market and Commercial Insights & Performance teams.
- Partners closely with CFU sales teams and leaders.
- Interfaces with Value Proposition teams where execution alignment is required.
Requirements, Skills, and Qualifications
- 6–10 years’ experience in sales execution, commercial excellence, or sales operations.
- Strong understanding of distributor-based go-to-market models.
- Experience driving execution discipline in emerging or transforming markets.
- Practical, field-oriented approach and comfortable influencing without authority.
- Masters or Bachelor’s Degree in business, marketing, or a related field.
How to Apply
Interested and qualified candidates should go to Bayer East Africa on jobs.bayer.com to apply.
