Description
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.
Join us on our mission. Health. In your hands
JOB PURPOSE
- The role is to drive sustainable sales growth, market share growth, and channel profitability of the Key Account Channels in Vietnam, including pharmacy chains and modern wholesales.
- Leading national key accounts team to win key account customers in terms of sustainable sales growth, market share growth, and profitability of the business in each customer and of the whole channel;
- 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;
- Developing the key account team to build fit-for-future capabilities related to key account management and creating a workplace to empower and nurture talents.
KEY ACCOUNTABILITIES
- Leading national key accounts team to win key account customers in terms of sustainable sales growth, market share growth, and profitability of the business in each customer and of the whole channel.
- Own and deliver the key account channel sales target, market share target, and sales growth ambition;
- Ensure the profitability and sustainability of investment strategy of key account channel as per company strategy;
- Exploring new emerging channels to drive the business is also part of this role.
- Developing from strategy plan to execution plan of key account channel, collaborating across internal functions (brand team, shopper marketing team, finance team) and being the bridge between the company KA customers in growing the partnership.
- Develop the channel strategy, business growth model, and key accounts game plan to with triple-win;
- Lead the JBP discussions with KA customers to build strategic partnerships beyond transactional;
- Drive customers in category management agenda to ensure category captainship in wherever we play;
- Leading the team and stakeholders to develop and drive robust execution plan with 360-degree business levers, to maximize impact to business.
- In charge of customer contract management and execution KPIs of key account channels, adhering to company policies.
- Own the customer contracts and in charge of overall business governance.
- Track performance of the channel, and by customer with clear performance and execution KPIs.
- Hold customers accountable for commercial policies, trading terms and performance KPIs.
- Developing the key account team to build fit-for-future capabilities related to key account management and creating a workplace to empower and nurture talents.
- This role is to manage managers and a team of field force both on planning, top2top management, and daily execution in the field from end to end of the key account channel business,
- 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.
QUALIFICATION & EXPERIENCE
- Business OR Pharmaceutical University degree/ Bachelor (preferably Business Administration, Life Sciences)
- Minimum 10 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 Modern Trade 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.
- Minimum 5 years at managerial levels. Used to managing big team (at least 10 headcounts) 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 chan