Head of Sales

About Us
Opella is the self-care challenger with a global portfolio of over-the-counter medicines, vitamins, minerals and supplements. Our mission is to bring health in people's hands by making self-care as simple as it should be. We are proud makers of many loved brands and a globally certified B Corp company, committed to healthier people and a healthier planet.
Role Summary
The Sales Head - Vietnam is responsible for translating the country strategy into disciplined commercial execution across Vietnam. The role leads all sales channels and sales forces and is accountable for delivering sustainable revenue and profit growth through strong customer partnerships, channel development and execution excellence.
The role owns channel strategy in collaboration with Trade Marketing, as well as channel and customer P&L performance. It ensures that human and financial resources are deployed effectively, commercial priorities are cascaded clearly, and customer and channel plans are converted into measurable results.
The Sales Head works in close partnership with the Country Head and the broader leadership team, including Brand & Innovation, Trade Marketing, Performance Analytics, eCommerce, Manufacturing & Supply Chain, Finance, People & Culture, Science Affairs, Communications and Legal. The role must integrate eCommerce into the broader commercial agenda, with particular attention to the importance of B2B eCommerce in Vietnam.
Main Responsibilities
Sales Leadership & Business Delivery
• Direct the activities of the sales organization to achieve short- and long-term business objectives, profitable growth and strong market execution.
• Establish and coordinate sales objectives, policies, operating rhythms and programs within the country plan.
• Lead the development and deployment of sales and channel strategies that generate growth and integrate marketing, finance, supply and Zone priorities.
• Deliver agreed sales, revenue and profit targets through disciplined commercial management, strong customer partnerships and high-performing execution.
• Lead regular sales and business performance reviews, ensuring clear ownership and timely corrective actions.
Channel Strategy & Customer Management
• Own channel strategy in collaboration with Trade Marketing and ensure differentiated plans across all relevant channels.
• Lead and integrate the sales forces covering pharmacy chains, independent pharmacies, hospitals and other applicable channels in Vietnam.
• Build and maintain strategic relationships with senior leaders of major customers, distributors and business partners.
• Develop robust Joint Business Planning with priority customers, align growth opportunities, execution standards, investments and mutual commitments.
• Lead customer negotiations within the approved authority framework and escalate material strategic decisions to the Country Head.
Budget, Customer P&L & Channel P&L Management
• Prepare and manage sales budgets, forecasts and commercial reports, ensuring accurate and timely visibility for Local Leadership Team.
• Own channel P&L and customer P&L performance, including clear plans to improve revenue quality and profitability.
• Provide ongoing sales forecasts and commercial insights to support business decisions, revenue optimisation and performance management.
• Ensure trade and operational investments are managed within approved budgets and deliver appropriate commercial return.
• Provide recommendations on customer and channel investment while final investment decisions remain with the Country Head.
Revenue Growth Management & Commercial Excellence
• Embed Revenue Growth Management into channel and customer plans, working closely with Finance, Trade & Revenue and Performance Analytics.
• Co-lead with Commercial Operations Lead to strengthen Commercial Excellence capabilities, including sales force effectiveness, route-to-market improvement, commercial analytics and capability building.
• Define, communicate and track execution priorities, including distribution, must-stock lists, account standards, promotional compliance and in-store execution.
• Drive forecasting quality, sales productivity and continuous improvement across the commercial organisation.
• Contribute clear commercial insight to Integrated Commercial Planning, Joint Business Planning and Sales & Operations Planning forums.
eCommerce & Omnichannel Integration
• Partner closely with the eCommerce team to align on channel strategies, customer priorities and commercial plans.
• Ensure the Sales organization is fully aligned and integrated with B2B eCommerce, reflecting its strategic importance in Vietnam.
• Identify cross-channel opportunities and address potential conflicts through transparent governance and joint planning.
Relationship Management & Cross-functional Leadership
• Build strong relationships across functions.
• Align sales execution with the broader country strategy and growth agenda shaped by the Country Head in collaboration with the Zone.
• Provide clear, concise commercial communication and contribute meaningful insight to country leadership discussions.
Business Ethics, Compliance, Quality & Safety
• Create a culture of excellence, accountability and integrity, ensuring commercial activities comply with legal, ethical and company standards, policies and procedures.
• Lead by example in values-driven decision-making and professional conduct across customer and internal interactions.
• Promote safe systems of work, provide appropriate information and supervision, and comply with local and corporate health, safety and environmental requirements.
• Report and address non-conformance, unsafe conditions and significant incidents in accordance with company requirements.
People Leadership & Development
• Provide strong leadership to the sales organization, creating clarity, confidence, accountability and high performance.
• Lead, motivate, empower and guide teams through change and complexity.
• Attract, retain, develop and inspire talent while building a collaborative Opella culture.
• Develop succession and talent plans that strengthen future commercial leadership and business continuity.
• Coach individuals through clear direction, ongoing feedback, development opportunities and appropriate support.