Head of Commercial

Head of Commercial - ANZ.

• Report to: General Manager
• Location: Brisbane or Sydney
• 2 day/week remote working
• Job type: Permanent

You’ve built experience, now use it where bold ideas meet real impact. At Opella, we’re challenging how self-care works for millions of people and need leaders and experts ready to shape what’s next. As Head of Commercial, you’ll bring your skill, your curiosity and your drive to make health simpler, smarter and more human.

Role Summary

The Head of Commercial – ANZ is responsible for developing and executing a sustainable, multi-channel go-to-market and commercial strategy, including Revenue Growth Management (RGM), to deliver revenue targets and profit growth across the Opella Healthcare portfolio in Australia and New Zealand.

The role leads and oversees all sales activities across key retail channels including pharmacy, grocery, convenience, domestic e-commerce, discount retail, and selected export markets. It is accountable for ensuring all resources, both human and financial are deployed effectively and efficiently to achieve business objectives and maximise commercial performance.

A key focus of the role is aligning and cascading company, customer hub, and individual objectives to support the broader strategic direction of the Opella Healthcare business. As a senior leader, the Head of Commercial – ANZ is expected to provide clear vision, strategic direction, and commercially focused leadership while fostering strong cross-functional collaboration. The role requires the ability to manage complex stakeholder relationships, navigate differing priorities, and lead with emotional intelligence, pragmatism, and a solution-oriented mindset.

Reporting to the General Manager – ANZ, the position works closely with the broader leadership team, including Brand & Innovation, Performance Analytics, Science Affairs, Manufacturing & Supply Chain, Finance, People & Culture, Communications, and Legal to drive overall business performance and contribute to a high-performing, positive organisational culture.

Responsibilities: Sales

• Direct the activities of the sales group for the achievement of short- and long-term business objectives, increased profit and market control. Establish and co-ordinate sales objectives, policies and programs within the context of the corporate plan.
• Lead the development and deployment of a sales strategy for Opella Healthcare ANZ that generates commercial initiatives for growth, and integrates ways to achieve marketing, finance, supply and region strategic objectives.

Budget Management

• Prepare and manage budgets, forecasts, and commercial reports, ensuring accurate and timely presentation to Local and Regional Leadership Teams as part of the Integrated Commercial Planning and Joint Business Planning (JBP) process.
• Provide ongoing sales forecasting and commercial insights to support strategic decision-making, revenue optimisation, and business performance management.
• Develop and implement a robust customer Joint Business Planning framework to ensure all Trade Promotional Expenditure (TPE) and operational investments are effectively managed within approved budgets while maximising commercial return.
• Lead the execution of customer and category growth programs that drive market share expansion across priority categories and channels.
• Ensure executional priorities are clearly defined, communicated, and consistently tracked, including must-stock lists, account standards, promotional compliance, and in-store execution excellence.
• Deliver agreed sales, revenue, and profit targets through disciplined commercial management, strong customer partnerships, and high-performing sales execution.

Relationship Management

• Leverage our brand and category leadership position through intimate customer engagement
• Build and maintain relationships with relevant senior leaders within major retail groups which ensure that Opella Healthcare outcomes are aligned to its customers.
• Build and maintain relationships with relevant cross-functional partners across the entire Opella Healthcare network.

Business Ethics

• Create a culture of excellence, accountability, and integrity across the national sales and account management teams, ensuring all activities are conducted in accordance with legal, ethical, and company standards, policies, and procedures.
• Lead by example in promoting compliant, values-driven decision-making and maintaining the highest standards of professional conduct across all customer and internal interactions.
• Provide clear, professional, and concise communication across the organisation, contributing meaningful commercial insights and strategic input into Revenue Growth Management (RGM), Joint Business Planning (JBP), and Sales & Operations Planning (S&OP) processes and forums.
• Collaborate effectively across functions to support aligned decision-making, operational excellence, and achievement of broader business objectives.

People Management

• Provide strong, emotionally intelligent leadership to the national sales team, fostering clarity, confidence, accountability, and high performance across the organisation.
• Lead, motivate, empower, and guide teams through change and complexity, creating an environment where people feel supported, engaged, and aligned to business priorities.
• Attract, retain, develop, and inspire top talent while cultivating a high-performing, collaborative culture that supports both individual growth and long-term business success.
• Champion and embed the Opella Healthcare vision, values, and culture, inspiring a unified “One Opella” mindset across the organisation.
• Navigate cross-functional challenges and differing departmental priorities with professionalism, empathy, and a solution-oriented approach, building strong internal relationships and alignment across teams.
• Provide clear strategic direction and coaching to enable teams to deliver with confidence, resilience, and agility in a dynamic commercial environment.
• Ensure excellence in sales force execution across all distribution channels, driving strong customer engagement and consistent delivery of key customer strategies and priorities.

Development

• Develop and implement a long-term succession and talent development strategy to ensure sustainable business success through a capable, engaged, and high-performing workforce.
• Inspire, coach, and develop individuals to achieve their full potential, providing clear direction, ongoing feedback, and the tools, support, and opportunities needed to excel and perform at their best.
• Foster a culture of continuous learning, accountability, and growth, empowering teams to build capability, confidence, and future leadership strength across the organisation.

Health, Safety And Environment

• Provide and maintain systems of work and working environments that are safe and without risks to health.
• Provide the information, instruction, training and supervision necessary to ensure the health and safety of employees.
• Consult with employees about OHS matters so that they can contribute to decisions affecting their health, safety and welfare.
• Ensure the health and safety of people visiting or working who are not employees by not exposing them to risk.
• Comply with corporate and legal health and safety requirements.
• Identify and correct unsafe conditions or behaviours and immediately notify the Manager of any serious incidents; complete and Incident / Injury Report and forward to People & Culture within 48 hours where necessary.
• Undertake duties in accordance with the current Opella Policies and Procedures.
• Report non-conformance in accordance with the requirements of the Opella quality system

About You

Education

• Business Degree

Required Knowledge And/or Experience

• 12–15+ years’ experience in sales leadership and account management within Retail Pharmacy, Consumer Healthcare, or FMCG environments.
• Ideally with 3+ years in a dedicated channel leadership role – ideally for a global enterprise company.
• Demonstrated experience managing major Pharmacy accounts.
• Exceptional communication and stakeholder management skills, with the ability to influence effectively at all levels both verbally and in writing.
• Strong organisational, strategic planning, and prioritisation capabilities, with the ability to manage multiple priorities in a fast-paced environment.
• Proven success in senior commercial leadership roles, delivering sustainable business growth, customer outcomes, and team performance.
• Experience leading high-performing teams through complexity and change.
• Emotionally intelligent and solution-oriented leader, capable of building alignment across functions, navigating challenges, and fostering a positive, collaborative culture.
• Strong analytical and computer skills, including advanced proficiency in Microsoft Outlook, Word, Excel, and PowerPoint.

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.