Reports to: Regional Head of Sales, AMEA

Geographical Scope: AMEA (Asia Pacific, Middle East and Africa. G1 and G2 markets.)

Location: Within the AMEA region

Travel: As Required

About Opella

Opella is the purest and third-largest player globally in the Over-The-Counter (OTC) & Vitamins, Minerals & Supplements (VMS) market. We have an unshakable belief in the power of self-care and the role it can play in creating a healthier society and a healthier planet. That's why we want to make self-care as simple as it should be by being consumer-led always, with science at our core.

Through our unique and balanced portfolio of more than 100 loved brands, including 15 global and local high-growth challengers such as Allegra, Essentiale, Dulcolax and Buscopan, we deliver our mission: helping more than half a billion consumers worldwide take their health in their hands. This mission is brought to life by an 11,000-strong team, 13 best-in-class manufacturing sites, and 4 specialized science and innovation development centers. We are also proud to be the first major fast-moving consumer healthcare company to achieve B Corp certification.

Join us on our mission. Health. In your hands.

Job purpose

AMEA (Asia Pacific, Middle East and Africa) is a region of scale and contrast: 12 G1 markets, 45 G2 markets and more than 1,000 commercial colleagues behind a portfolio of >€1bn Net Sales. Our ambition is to grow ahead of the market and deliver €330m of incremental growth by 2029. We will deliver this growth through brilliant execution of our strategy.

This role exists to turn AMEA’s commercial strategy into consistent market execution and impact. It drives the execution of the standards, tools and routines that help G1 and G2 markets improve as part of our OWN IT strategy: availability, visibility, recommendation, category growth and investment effectiveness so regional priorities convert into measurable growth in-store and online.

The role is designed as a commercial development step to prepare for future commercial leadership moves.

Key outcomes expected from the role

Success is measured by what changes and impact occurs in market, not by what is produced regionally.

- One AMEA execution standard adopted across priority G1 and G2 markets, with clear definitions of what good looks like in-store and online.
- Targeted execution that drives availability, visibility, pharmacist recommendation, share of shelf and digital shelf quality, measured consistently across markets.
- Elevate stronger category and customer management, enabling markets to win better range, space, activation and customer investment outcomes.
- Driving our trade investment shift toward sustainable profitable growth.
- Faster, higher-quality launches with excellent execution standards, scaling proven launch learnings across markets.
- Building and leveraging a robust AMEA commercial community, with better trade, shopper, category and customer skills and visible reapplication of best practice.

Key accountabilities Last-mile execution standards

- Own the AMEA execution agenda across priority channels, ensuring regional strategy translates into clear, measurable standards in market.




- Define what good looks like with practical standards for in-store and online execution.
- Set the field execution and outlet coverage standards that reflect different market models, from scaled field forces to distributor-led execution.
- Partner with Global E-commerce to raise digital shelf execution standards, making online availability, content quality and visibility stronger growth levers.
- Support the adaptation by local teams of global shopper toolkits and AMEA multi-market toolkits, claims and POSM assets for market use, ensuring they are compliant, scalable, aligned to our sustainability strategy and reused rather than recreated.

Category and customer growth

- Lead the AMEA category strategy implementation, partnering with Global Trade Marketing and markets to turn category thinking into customer-ready growth plans.
- Equip markets with stronger selling stories, evidence and tools needed to earn stronger range, space, activation and customer investment.
- Embed & execute customer and channel segmentation principles so service models, investment choices and commercial effort are focused where they create the greatest return.

Data, analytics and AI-enabled performance

- Partner with Performance Analytics and market teams to turn business review insights into clear actions, accountable owners and measurable in-market outcomes.
- Strengthen our CRM discipline and data quality so markets have the reliable commercial data needed to prioritise, act, and track performance.
- Apply approved AI and automation to simplify reporting, speed up decision-making and improve the quality of commercial execution.

Profitable growth and investment discipline

- Partner with RGM to help markets make better choices on price, promotion, mix and trade investment.
- Focus commercial execution activity spend, on the activities most likely to improve execution, drive consumer and customer value, and deliver profitable growth.

Launch and go-to-market execution

- Improve market launch execution by strengthening customer readiness, commercial toolkits and minimum execution standards for priority innovation.
- Capture and reapply innovation launch learnings so each subsequent launch starts from a higher base.

Capability and best-practice adoption

- Build practical commercial capability in trade, shopper, category and negotiation, using simple tools and in-market coaching that improve execution.
- Codify and scale AMEA best practice so markets can reuse proven approaches and avoid solving the same problem multiple times.

Key relationships

- AMEA: Regional Head of Sales, Sales Performance & Operations, Performance Analytics, Revenue Growth Management, Brand & Innovation, Digital, Finance and HCP teams.
- Markets: G1 and G2 Countries, Commercial Leaders, Trade Marketing, RGM, Category Management and field teams.




- Global: Sales, Trade Marketing, Brand & Innovation.
- External: Customers and partners, engaged alongside market teams in support of the category and execution agendas.

Experience

- Substantial commercial experience, typically eight years or more, across at least two commercial functions such as sales, trade marketing, shopper marketing, category management, commercial excellence or revenue growth management. Note: This is a generalist role.
- Direct customer-facing experience, field sales, account management or partner management, grounding you in what is executable.
- A track record of driving change and delivering measurable commercial outcomes across markets, functions or teams not under direct management.
- Experience in FMCG, consumer healthcare or a comparably fast-moving multi-market environment.
- Experience working across culturally diverse markets operating at different levels of scale, maturity and capability.

Essential functional knowledge and skills

- Strong trade and shopper marketing knowledge: in-store strategy, POSM, promotional mechanics, innovation launches, merchandising standards and digital shelf execution.
- Commercial fluency in category management and strategy: assortment, planograms, shopper decision trees, category growth drivers and customer-facing category stories.
- Customer facing experience in: customer strategy, joint business planning, negotiation and converting category priorities into stronger customer outcomes.
- Strong financial acumen: P&L; understanding, retail audit and sell-out data, sales force KPIs, ROI and effectiveness measurement.
- Working knowledge of RGM principles: pricing, promotion, mix, trade terms and how these levers drive profitable growth.

Leadership behaviors and competencies

Opella values

- Outcome-obsessed. Owns the outcome, not just the task, and follows through. Driven to win, balancing short- and long-term impact, and acting with speed and agility to create value.
- Courageous. Aims for best in class and executes at pace without waiting for perfection. Makes bold choices, balancing risks and opportunities, and says no when needed.
- All in. Together. Teams up for Opella's success, asks for and provides help, and speaks their mind in the moment while encouraging healthy debate, then commits to the decision, even when they disagree.
- Radically simple. Prioritizes what truly matters for stakeholders, brings solutions that are easy for everyone to use, and fixes what slows things down.

Role-specific competencies

- Influences teams without authority across cultures and functions.
- Holds a high standard through constructive challenge, having honest conversations without damaging the relationship.
- Coaching mentality, whereby seeks and gives developmental feedback, celebrates success and takes visible pride in growing others.
- Creates clarity in ambiguity, able to define the problem, sequence the work and move forward with pace.
- Strong project management skill with a relentless focus on taking accountability.

Qualifications and languages

- Degree-level education, or equivalent professional experience.

- Fluent English

📌 ASEA Commercial Excellence Lead (Brisbane)
🏢 Opella
📍 Brisbane