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 www.opella.com.

Join us on our mission. Health. In your hands

JOB PURPOSE

This role reports to National Pharmacy Chains Lead - Vietnam and is part of the Vietnam Key Account team. The role is to drive sustainable sales growth, market share growth, and portfolio profitability of the key pharmacy chain accounts which are under the scope of work.

• Leading the business strategy to win key account customers in terms of sustainable sales growth, market share growth, and profitability of the business in each customer or account;
• Developing investment strategy, business growth model, game plan of key account channel and driving the robust implementation of those strategies via strategic partnerships, joint business plans with customers and strong execution of the business drivers with customers and stakeholders;
• Contributing to building fit-for-future capabilities related to key account management and creating a workplace to empower and nurture talents, as part of key account team.

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KEY ACCOUNTABILITIES

1. Leading the business strategy to win key account customers in terms of sustainable sales growth, market share growth, and profitability of the business in each customer or account.

• Own and deliver the key account sales target, market share target, and sales growth ambition;
• Ensure the profitability and sustainability of investment strategy of each account in line with channel and shopper strategy;
• Developing new emerging accounts from time to time based on business potential is part of this role.

2. Developing from strategy plan to execution plan for each account, collaborating across internal functions (brand team, shopper marketing team, finance team) and being the bridge between the company and KA customers in growing the partnership.

• Develop the channel strategy, business growth model, trade schemes, co-marketing activities, and account standards (or perfect store) to with triple-win;
• Lead the top-to-top JBP discussions with KA customers to build strategic partnerships beyond transactional. Build strong relationship with KA stakeholders.
• Drive customers in category management agenda to ensure category captainship in wherever we play. Drive new initiatives with accounts to generate demand.
• Coordinate with internal functions and KA operation team to drive robust execution with 360-degree business levers, to maximize business performance.
• Manage supply & demand planning for each account, ensuring the healthy inventory level across the portfolio, in parallel with sales performance.

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3. In charge of customer contract management and execution KPIs of key accounts, adhering to company policies.

• Lead and own the customer contract negotiation and governance;
• Track performance of the customers with clear performance and execution KPIs;
• Hold customers accountable for commercial policies, trading terms and performance KPIs.

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4.Contributing to building fit-for-future capabilities related to key account management and creating a workplace to empower and nurture talents, as part of key account team.

• As part of the team, build KA capabilities for the team and the organization in general, partially helping to transform the sales organization into a fit-for-future fast moving consumer healthcare environment.
• Build talent pipeline for KAM positions in the future.
• Be the key contact point with zone/regional stakeholders in topics related to accounts in scope, and representing the Vietnam KA team in zone/regional forums.

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KEY WORKING RELATIONSHIPS

• INTERNAL: Field force, finance, growth hub (brand activator, shopper activator, HCP activator), supply chain, growth performance hub
• EXTERNAL: Local distributor, key account customers and their employees, zone/regional commercial team…

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SKILLS & EXPERIENCE REQUIRED

• Business/ Pharmaceuticals University degree/ Bachelor (preferably Business Administration, Life Sciences)
• 5 years working experience in MNC, preferably consumer goods, with proven performance record and increasing responsibilities. With learning agility and potential to grow with different roles in the future.
• Strong experience and competencies in managing Pharmacy Chains key accounts or big customers with JBPs. Understand different stakeholders, understand P&L and Motivations behind KA customer business. Exposure to GT/traditional channels besides MT, exposure to trade marketing/ planning is a plus.
• Having people management experience is a plus.
• Strong business acumen, analytical and strategy thinking, and also execution management
• Personally mature, able to manage conflicts and deal effectively with complex issues and diversity of people
• Relationship building & networking / influencing skills, peer and stakeholders leadership
• Excellent command of English, and good communication

WHY US?

At Opella, you will enjoy doing challenging, purposeful work, empowered to develop consumer brands with passion and creativity. This is your chance to grow new skills and be part of a bold, collaborative, and inclusive culture where people can thrive and be at their best every day.

We Are Challengers.

We are dedicated to making self-care as simple as it should be. That starts with our culture. We are challengers by nature, and this is how we do things:

All In Together: We keep each other honest and have each other's backs.

Courageous: We break boundaries and take thoughtful risks with creativity.

Outcome-Obsessed: We are personally accountable, driving sustainable impact and results with integrity.

Radically Simple: We strive to make things simple for us and simple for consumers, as it should be.