National Head of OTC / Pharmacy Channel Vietnam

What you will do

1) Pharmacy/OTC Channel Strategy & Business planning

Own the OTC channel strategy: segmentation (chains, independents, wholesalers), coverage model, growth priorities, and execution roadmap (12–36 months)

Define the go-to-market model across direct and indirect channels

Translate strategy into quarterly/monthly plans: Pharmacy targeting & coverage, Call plans & resource allocation, Trade activation and promotion cycles

Identify and drive growth levers across:

• Numeric & weighted distribution expansion
• Shelf visibility and in-store activation
• Retailer recommendation and advocacy

• Ensure perfect Retail execution and consistent Sales Force Effectiveness (SFE)

2) Leadership of Pharmacy Sales Team (Capability, Training & Execution)

Lead national OTC/pharmacy commercial performance and sales teams (ASMs, Reps)

Establish strong field force operating rhythm: Target setting & segmentation / Territory plans; Field coaching and joint visits; Monthly performance reviews

Drive excellence in coverage, call productivity, and execution quality

Build a high-performance culture focused on sell-out impact

3) Customer Engagement: Pharmacies, Chains & Wholesalers

• Build strong relationships with: Key pharmacy chains (HQ and store level); Independent pharmacies; Major wholesalers and distributors
• Define differentiated engagement models by segment:
  • Chains (JBPs, category management, activation plans)
  • Independents (coverage, distribution, recommendation, visibility)
  • Wholesalers (sell-in, stock optimization, push-pull strategies)
• Ensure strong execution of:
  • Distribution
  • In-store visibility (planograms, POSM)
  • Recommendation at point of sale
  • Promotional programs

4) Key Account Management & Trade Partnerships

Lead Key Account strategy for major pharmacy chains.

• Develop and negotiate Joint Business Plans (JBPs) with key partners
• Drive execution of 1. Trade terms and agreements; 2. Commercial conditions and promotional investments; 3. Category growth drivers / initiatives
• Monitor performance of key accounts: sell-in, sell-out, distribution, ROI

5) Wholesaler & Distribution Management

Define and implement wholesaler strategy: 1. Partner selection and segmentation; 2. Coverage optimization; 3. Sell-in targets and stock management

Ensure efficient distribution flow and stock availability

Monitor and optimize: 1. Secondary sales performance; 2. Inventory levels and stock rotation

Align incentives and performance management

6) Trade Marketing & Retail Execution Excellence

Partner with Marketing/Trade Marketing to define: 1. Promotions and activation calendars; 2. In-store execution standards; 3. POSM and merchandising strategy

Ensure flawless execution of trade cycles across channels. Drive perfect store ambition across prioritized pharmacies. Monitor ROI and effectiveness of trade investments

7) Sales Force Effectiveness & Capability Building

Define and track key OTC KPIs: Numeric & weighted distribution; Shelf share and visibility indicators; Call productivity and coverage; Sell-out performance

Lead training roadmap: Product knowledge and recommendation skills; Selling and negotiation capabilities; Retail execution excellence. Strengthen coaching culture and field capability

8) Performance Management & Analytics – with the support from BEX (Business Excellence team)

• Monitor performance across: Sell-in vs sell-out; Channel/territory performance; Promotion effectiveness
• Leverage data (IQVIA / internal / distributor data) to: Optimize segmentation and targeting; Guide investment decisions
• Lead business reviews with clear action plans

9) Compliance & Ethical Commercial Practices

• Ensure all pharmacy and wholesaler interactions comply with SOPs and regulations
• Promote a strong ethical and compliance culture in commercial practices
• Ensure transparency and control in trade investments and commercial agreements

What We are Looking For

Required Qualifications & Experience

• 10+ years in Consumer Healthcare / FMCG / Pharmaceutical sales in Vietnam
• Strong expertise in OTC / pharmacy channel, including:
  • Pharmacy chains & independent pharmacies
  • Wholesalers and distribution models
• Proven leadership experience managing large sales teams
• Strong experience in key account management and trade negotiations
• Demonstrated track record in driving sell-out and retail excellence
• Strong understanding of Vietnam pharmacy market structure
• Bachelor’s degree (Business, Pharmacy, or related field); MBA is a plus
• Fluent Vietnamese and English

Core Competencies

• Strong execution discipline with strategic thinking
• Strong commercial and negotiation acumen
• Deep understanding of retail and shopper dynamics
• Data-driven decision making
• Leadership and coaching mindset
• Stakeholder management in a matrix organization
• Ethics-first leadership and compliance mindset

What We Offer

• 13th-month salary and annual performance bonus (~ 2.5 Months).

• Multinational working environment (MNC) with opportunities to collaborate with regional teams across APAC.

• Opportunity to gain regional exposure and develop expertise in finance and accounting operations across multiple markets.

• Opportunity to work directly with senior leadership and contribute to regional business growth.

About Our Client

Our client is a multinational pharmaceutical and consumer healthcare company with a growing presence across Asia-Pacific (APAC).

The company is focused on expanding its existing markets and developing new business opportunities across the region. With a strong commitment to innovation, professional development, and international collaboration, it offers employees the opportunity to work in a dynamic MNC environment and contribute to regional business growth.