Commercial Operations Portugal Lead

Salary Range: €47,200.00
- €62,933.33 All Compensation will be determined commensurate with demonstrated experience.

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 Portugal Commercial Lead, you’ll bring your expertise, curiosity and drive to make health simpler, smarter and more human.

About the job

As Commercial Operations Portugal Lead, you will lead the execution of our commercial strategy across the Portuguese market, driving profitable growth and superior sell-in and sell-out performance across pharmacies, wholesalers, pharmacy buying groups and mass-market channels. You will translate the Iberia commercial strategy into clear local priorities, adapting plans to the realities of the Portuguese market and the evolving needs of our customers and consumers.

Leading the Portuguese commercial organization, you will build a high-performing, customer-centric team and create a strong performance culture focused on execution, collaboration and sustainable growth. You will also act as Opella’s senior commercial representative in Portugal, supporting the effective management of the local legal entity and ensuring strong alignment between the Portuguese business, Iberia leadership and regional and global teams. As a key member of the Iberia Commercial Leadership Team, you will promote best practices, operational excellence and a challenger mindset across the organization.

Main responsibilities

• Lead the commercial strategy for Portugal, translating Iberia priorities into annual and quarterly execution plans across pharmacies, wholesalers, buying groups and mass-market customers.
• Own Portugal’s commercial performance, including net sales, sales volumes, market share, profitability, customer service, distribution, product availability, in-store execution and sell-in and sell-out targets.
• Develop strategic customer partnerships, leading key negotiations and creating customer plans that strengthen Opella’s position with wholesalers, pharmacy buying groups, pharmacists and other healthcare retail partners.
• Drive customer and business planning, coordinating commercial inputs into demand forecasting, improving forecast accuracy and developing contingency plans to address performance gaps and market risks.
• Strengthen commercial excellence, ensuring effective use of customer relationship management tools, sales-force effectiveness systems, targeting and segmentation tools, reporting dashboards and digital engagement platforms.
• Lead and develop the Portuguese commercial team, establishing clear priorities and performance indicators, coaching team members, building succession plans and creating individual development opportunities.
• Represent Portugal across the wider organization, acting as the main coordination point between local channels and Iberia functions, while contributing to business transformation projects and sharing best practices across regional and global commercial teams.

About you

You bring significant commercial leadership experience gained within Consumer Healthcare, OTC or FMCG, with a strong track record of delivering profitable growth and leading sales organizations. You have proven experience leading pharmacy sales teams in Portugal, together with an in-depth understanding of the Portuguese healthcare retail and pharmacy landscape. You have successfully managed and negotiated with Portuguese wholesalers and pharmacy buying groups, building long-term partnerships and delivering measurable commercial results. You have strong expertise in sales management, customer planning, negotiation, trading terms, sales budgeting, forecasting and commercial execution, supported by sound financial and P&L management capabilities. You are an influential and collaborative leader who can establish priorities, coach teams and balance long-term strategic objectives with immediate commercial needs. You combine analytical thinking with practical execution, using market, customer and performance data to identify opportunities, anticipate risks and make clear business decisions. You communicate fluently in Portuguese, Spanish and English, both written and spoken. Additional languages would be an advantage. A university degree is required. An MBA or relevant master’s degree would be an advantage. This is more than the next step in your career, it’s a chance to lead change and help reinvent self-care for the world. If you’re ready to challenge, inspire and deliver impact that matters, we’re ready for you. We are challengers. We are Opella.

About us

Opella is the self-care challenger with the purest and third-largest portfolio in the Over The Counter (OTC) and Vitamins, Minerals & Supplements (VMS) market globally. Our mission is to b