You've built experience, now use it where bold ideas meet real impact. At Opella, we're challenging how self-care works for millions of people and need leaders and experts ready to shape what's next. As a Sales Head, you'll bring your skill, your curiosity and your drive to make health simpler, smarter and more human.
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 organisation 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 organisation 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 organisation, 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.
About You
Education
Bachelor's degree in Business or a related discipline.
Required Knowledge and Experience
At least 10 years of experience in sales leadership and account management within Retail Pharmacy, Consumer Healthcare, FMCG or a comparable environment.
Ideally, at least 3 years in a dedicated channel leadership role within a complex or global organisation.
Demonstrated experience managing major pharmacy, retail, distributor or institutional accounts.
Proven experience leading a multi-channel sales organisation and delivering sustainable business growth, customer outcomes and team performance.
Strong commercial and financial acumen, including customer and channel P&L, forecasting, investment management and Revenue Growth Management.
Exceptional communication and stakeholder management skills, with the ability to influence effectively at all levels.
Strong strategic planning, organisation and prioritisation capabilities in a fast-paced environment.
Experience leading teams through complexity and change, with emotional intelligence, pragmatism and a solution-oriented approach.
Leadership Expectations
Sets clear direction and converts strategy into execution.
Acts with integrity and makes balanced, fact-based decisions.
Builds trust across functions, channels and markets.
Develops people and creates accountability without adding unnecessary hierarchy.
Places customers and consumers at the center of commercial choices.
This is more than the next step in your career, it's a chance to lead change and help reinvent self-care for the world. If you're ready to challenge, inspire and deliver impact that matters, we're ready for you. We are challengers. We are Opella.
About Us:
Opella is the self-care challenger with the purest and third-largest portfolio in the Over The Counter (OTC) & Vitamins, Minerals & Supplements (VMS) market globally.
Our mission is to bring health in people's hands by making self-care as simple as it should be. For half a billion consumers worldwide - and counting.
At the core of this mission is our 100 loved brands, our 11,000-strong global team, our 13 best-in-class manufacturing sites and 4 specialized science and innovation development centers. Headquartered in France, Opella is the proud maker of many of the world's most loved brands, including Allegra, Buscopan, Doliprane, Dulcolax, Enterogermina, Essentiale and Mucosolvan.
As a globally certified B Corp company, we are active players in the journey towards healthier people and planet. Find out more about our mission at [protected info]