E-Commerce Lead (B2B and Multi-Channel)

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, 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 1st major fast-moving consumer healthcare company to achieve B Corp certification. Join us on our mission. Health. In your hands About the Role The E-Commerce Lead, B2B is responsible for accelerating profitable growth and building strategic customer partnerships across Vietnam's digital healthcare ecosystem.

The role owns the end-to-end commercial performance of B2B e-commerce customers, including Joint Business Planning (JBP), P&L management, commercial investments, portfolio strategy, digital execution, and customer development. As the lead for B2B e-commerce, this role partners closely with regional and local cross-functional teams to shape commercial strategy, unlock new growth opportunities, and build scalable capabilities that strengthen Opella's leadership in digital healthcare.

Key Responsibilities

Business Ownership & Growth Delivery Own the end-to-end performance of Vietnam B2B e-commerce business, with full accountability for Net Sales, GSO, GTN, OPEX, and profitable growth. Develop and execute annual customer strategies and Joint Business Plans (JBP) aligned with country and ASEA Connected Commerce priorities.

Optimize commercial investments (GTN & ANP) to maximize sustainable growth and return on investment. Drive portfolio expansion, assortment strategy, and customer-specific growth opportunities. Lead annual business planning, target setting, and investment allocation to deliver sustainable and profitable growth. Account Management & Commercial Excellence: Build strategic partnerships with key B2B customers to accelerate sustainable business growth.

Lead annual business reviews, Joint Business Planning (JBP), commercial negotiations, and long-term customer development. Identify new business models and partnership opportunities to unlock future growth. Lead commercial negotiations including trade terms, conditions, and promotional agreements. Ensure accurate and effective assortment planning and execution aligned with channel strategy.

Revenue Growth Management (RGM): Co-Lead pricing, promotion, trade investment and commercial planning with customers to maximize sustainable profitability while ensuring competitiveness in the market. Digital Shelf & Campaign Execution Ensure best-in-class digital shelf execution, assortment availability, search visibility, and promotional excellence across customer platforms.

Develop and execute online promotional strategies based on market trends, shopper behavior, and competitive insights. Coordinate end-to-end campaign execution in collaboration with Performance Marketing, including briefing, agency management, and KPI tracking. Performance Management & Insights Monitor sales performance, define KPIs, and generate actionable insights to optimize future activities.

Analyze customer, category, and competitor dynamics to identify growth opportunities and risks. Continuously evaluate business models and adapt strategies to evolving market conditions. Business Planning & Forecasting Lead monthly and quarterly business planning, forecasting, and scenario planning. Manage sell-in, sell-out, inventory, and DOI optimization.

Drive business reviews and recommend corrective actions. Represent the B2B business in the country IBP process, ensuring alignment between customer plans, commercial investments, and forecasts. Cross-Functional Collaboration Partner closely with internal stakeholders (Sales, Brand, Trade Marketing, Supply Chain) to ensure seamless execution of e-commerce initiatives.

Support the rollout of new customers, pilots, and e-commerce capabilities at country level. Capability Building & Best Practice Sharing Identify and implement best practices in e-commerce execution and customer management. Contribute to building organizational capabilities in e-commerce through knowledge sharing and continuous improvement.

About you

Bachelor’s degree in marketing, Business Administration, or a related field (Master’s degree preferred). Minimum 5+ years of experience in FMCG (preferably Healthcare, Personal Care or Cosmetics). Proven experience in E-Commerce B2B, marketplaces, and/or multi-channel environments. Experience working across regional or zone structures is an advantage.

Core Competencies Strong ownership mindset with high accountability and orientation results. Entrepreneurial spirit with a bias for action and execution excellence. Proven ability to work cross-functionally and lead projects. Strong analytical skills with the ability to translate data into actionable insights and recommendations.

Excellent stakeholder management and communication skills: Commercial acumen Strategic thinking Customer influence Data-driven decision making Revenue Growth Management Commercial & Financial Acumen Reference of KPI Matrix: Net Sales, GSO/GSI, GTN (Trade Spend), OPEX, Market Share, Forecast Accuracy, Distribution Outlet Scorecard and Customer Scorecard