Key Account Manager

Job title: Key Account Manager - Indirect Pharmacies

• Location: Barcelona

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: to bring health in people's hands by making self-care as simple as it should be for over half a billion consumers worldwide.​

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 four 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.​

B Corp certified in multiple markets, we are active players in the journey towards healthier people and planet.​

Find out more about our mission to bring health in your hands at ​

About the job:

Drive the performance of Opella's Indirect Pharmacies by the strategical manage of the Wholesalers channel and the telesales external team in Spain.

The position plays a pivotal role in ensuring end-to-end channel efficiency, data-driven commercial governance, and cross-functional collaboration.

Main responsibilities:

• Manage and develop strategic relationships with key wholesalers, ensuring joint business alignment with company objectives.

• Develop and implement business plans for wholesalers and indirect pharmacies focused on sell-through acceleration.

• Manage the commercial investment budget, ensuring efficient use and protection of GtN.

• Monitor channel performance (sell-in, stock-in-trade, Sel through) and propose corrective actions aanalysing KPIs to identify growth opportunities and define actionable strategies.

• Coordinate hospital tender processes with the external partner, ensuring compliance, documentation accuracy, and timely execution.

• Collaborate closely with Trade & Revenue Management, Supply Chain, Finance, and Brand teams to ensure commercial consistency.

• Provide monthly reports and insights on channel performance, customer behavior, and market dynamics.

• Contribute to the execution of the multichannel strategy by connecting wholesaler with pharmacy, mass market, and digital initiatives.

• Lead and support the Telesales external team to ensure coverage, conversion, and service excellence.

• Build and maintain strong, collaborative relationships with all channel stakeholders.

Key Accountabilities

• Achieve Net Sales, Gross-to-Net, and BOI targets for the wholesaler.

• Maintain optimal stock levels.

• Deliver high forecast accuracy and commercial agreement compliance.

• Ensure flawless execution External telesales team.

• Strengthen Opella's partnership reputation and customer satisfaction.

• Contribute to the development of integrated commercial dashboards and reporting discipline.

About you:

Expected skills

• Strong negotiation, influencing, and relationship-building skills.

• Analytical mindset with ability to interpret commercial data and KPIs.

• Excellent verbal and written communication in Spanish and English.

• Strong sense of ownership, accountability, and commercial discipline.

• Cross-functional collaboration and customer-oriented problem solving.

• Curious, proactive, and capable of driving continuous improvement.

• Proficiency in Excel and ERP/CRM systems.

Experience

• 3–5 years of experience in commercial or key account management within pharmaceutical, consumer healthcare, or FMCG industries.

• Experience managing wholesalers, distributors, or B2B customers preferred.

• Ability to thrive in dynamic environments and manage multiple stakeholders.

Education

• Degree in business, Economics, Pharmaceutical Sciences, Marketing or related field.

• Additional training in negotiation and account management is an advantage.

Why us?

At Opella, you will enjoy doing challenging, purposeful work, empowered to develop consumer brands with passion and creativity. This is your chance to grow new skills and be part of a bold, collaborative, and inclusive culture where people can thrive and be at their best every day.

We Are Challengers.

We are dedicated to making self-care as simple as it should be. That starts with our culture. We are challengers by nature, and this is how we do things:

All In Together: We keep each other honest and have each other's backs.

Courageous: We break boundaries and take thoughtful risks with creativity.

Outcome-Obsessed: We are personally accountable, driving sustainable impact and results with integrity.

Radically Simple: We strive to make things simple for us and simple for consumers, as it should be.

Join us on our mission. Health. In your hands.