National Sales Manager - OTC

A leading global healthcare organisation is seeking a National Sales Manager for the Over the Counter (OTC) Pharmacy Channel to spearhead their Vietnam operations, based in Ho Chi Minh City.

This pivotal role offers you the opportunity to shape and execute a comprehensive pharmacy channel strategy, driving sustainable growth through robust partnerships with pharmacies, wholesalers, and retail chains. You will be at the forefront of a high-performing sales team, ensuring exceptional in-store execution and sell-out activation while upholding the highest standards of compliance and ethical commercial practices. With significant autonomy to influence business outcomes, you will collaborate closely with cross-functional teams including Marketing, Trade Marketing, Supply Chain, Finance, Regulatory, and Legal. The position promises a dynamic environment where your expertise in consumer healthcare or pharmaceutical sales will be highly valued, and your leadership will directly impact national market share and distribution expansion. Flexible working arrangements and frequent travel across Vietnam ensure that no two days are ever the same, offering both challenge and reward as you build strategic relationships and deliver tangible results.

• Shape and implement the national OTC pharmacy channel strategy for one of the world’s most respected healthcare organisations, focusing on sustainable growth and market leadership across Vietnam.
• Lead, coach, and inspire a large field-based sales force and key account teams to achieve excellence in coverage, execution quality, and customer engagement within an inclusive and supportive culture.
• Enjoy flexible working opportunities with regular travel throughout Vietnam, collaborating with diverse stakeholders while benefiting from ongoing professional development in a values-driven environment.

What you'll do:

As National Sales Manager Over the Counter Pharmacy Channel you will play a central role in shaping the future of consumer healthcare access across Vietnam. Your day-to-day activities will involve developing robust go-to-market strategies tailored to direct and indirect channels while translating these into detailed operational plans that drive measurable results. You will work closely with your sales teams to ensure they are equipped with the right tools, training programmes, and support needed for success—fostering a culture of continuous improvement through regular coaching sessions. Building enduring relationships with key accounts such as pharmacy chains and wholesalers will be essential as you negotiate mutually beneficial agreements that fuel category growth. Your ability to partner effectively with marketing colleagues will see you delivering flawless trade activations that maximise product visibility at point-of-sale. By harnessing data analytics provided by business excellence teams you’ll continuously refine segmentation approaches while ensuring every commercial activity aligns with strict compliance standards. Frequent travel within Vietnam will keep you connected to local market dynamics as you champion best-in-class retail execution.

• Develop and own the overarching OTC pharmacy channel strategy for Vietnam, including segmentation of chains, independents, and wholesalers.
• Translate strategic objectives into actionable quarterly and monthly plans covering pharmacy targeting, resource allocation, trade activation cycles, and promotional planning.
• Drive expansion of numeric and weighted distribution by identifying new growth levers while enhancing shelf visibility and in-store activation initiatives across all channels.
• Establish strong relationships with key pharmacy chains at both headquarters and store levels as well as independent pharmacies and major wholesalers to foster advocacy and recommendation.
• Lead national sales teams—including area managers, representatives, and key account managers—by setting clear targets, providing field coaching, conducting joint visits, and reviewing performance regularly.
• Design differentiated engagement models for each customer segment to optimise coverage strategies for chains, independents, and wholesalers while ensuring effective execution of distribution plans.
• Negotiate Joint Business Plans (JBPs) with major partners; manage trade terms, commercial agreements, category growth drivers, promotional investments, and monitor return on investment (ROI).
• Define wholesaler strategy by selecting partners strategically, optimising coverage models, managing stock levels efficiently, monitoring secondary sales performance, and aligning incentives.
• Collaborate with Marketing/Trade Marketing to create impactful promotions calendars; set in-store execution standards; oversee merchandising strategies; drive perfect store ambition across priority outlets.
• Champion data-driven performance management by leveraging internal/external analytics to guide investment decisions; lead business reviews with actionable insights; ensure full compliance with SOPs.

What you bring:

To excel as National Sales Manager Over the Counter Pharmacy Channel you will bring extensive experience gained within leading consumer healthcare or pharmaceutical environments—ideally having managed large-scale sales operations across Vietnam’s diverse pharmacy landscape. Your background should include hands-on involvement in both direct retail engagement (chains/independents) as well as wholesaler partnership management. A natural collaborator who thrives when working cross-functionally you possess outstanding interpersonal skills that enable you to build trust quickly among internal teams (marketing/trade marketing/business excellence/supply chain) as well as external stakeholders (distributors/pharmacy owners/key accounts). Your analytical abilities allow you to interpret complex datasets turning insights into actionable plans that drive measurable improvements in distribution reach or promotional ROI. As an empathetic leader committed to nurturing talent you invest time in developing your team’s capabilities—ensuring everyone feels supported empowered and motivated towards shared goals. Above all your unwavering commitment to ethical conduct sets the standard for responsible commercial practice throughout the organisation.

• Over ten years’ experience in consumer healthcare or fast-moving consumer goods or pharmaceutical sales within Vietnam is required for this role.
• Deep expertise in managing OTC pharmacy channels including both chain pharmacies and independent outlets as well as proven knowledge of wholesaler distribution models.
• Demonstrated leadership experience overseeing large field-based sales teams with a focus on capability building through coaching culture and structured training programmes.
• Strong track record in key account management encompassing negotiation of complex trade agreements alongside delivery of category growth initiatives.
• Proven ability to drive sell-out performance through retail excellence programmes that enhance shelf presence and encourage retailer advocacy at point-of-sale.
• Comprehensive understanding of Vietnam’s pharmacy market structure combined with fluency in both Vietnamese and English languages is essential for effective stakeholder engagement.
• Bachelor’s degree in Business Administration, Pharmacy or related discipline is mandatory; an MBA qualification would be considered advantageous but not essential.
• Exceptional commercial acumen paired with advanced negotiation skills enabling you to secure win-win outcomes for all parties involved in trade partnerships.
• Data-driven mindset capable of leveraging analytics from multiple sources (internal systems/IQVIA/distributor data) to inform strategic decisions around segmentation or investment allocation.
• Ethics-first approach underpinned by a commitment to compliance ensures all commercial practices adhere strictly to company policies as well as regulatory requirements.

What sets this company apart:

This organisation stands out globally for its unwavering dedication to improving health outcomes through accessible consumer healthcare solutions delivered via trusted pharmacy networks. Renowned for fostering an inclusive workplace culture where every voice is valued it invests heavily in employee development—offering tailored training opportunities designed to help you grow professionally while contributing meaningfully to business success. The company’s collaborative ethos encourages open communication between departments ensuring that innovative ideas are shared freely resulting in more effective problem-solving across functions such as marketing supply chain finance regulatory affairs or legal support. Employees benefit from flexible working arrangements which promote work-life balance alongside generous pension contributions reflecting a genuine commitment to long-term wellbeing. With a reputation built on integrity transparency and social responsibility this employer provides an inspiring environment where your efforts make a real difference not only within the organisation but also throughout communities served nationwide.

What's next:

If you are ready to take your career to new heights by shaping the future of pharmacy-led healthcare solutions across Vietnam we invite you to apply now!

Apply today by clicking on the link below—your next rewarding career move awaits.

Due to the high volume of applications we are experiencing, our team will only be in touch with you if your application is shortlisted.