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Job Title: Account Manager - National Sales Location: Bogotá (with mobility to travel around Colombia) 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 into 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 are 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. B Corp certified in multiple markets, we are active players in the journey toward healthier people and planet. Find out more about our mission at www.opella.com. About the Job We are looking for a commercial expert in the institutional channel who can connect with key institutions and generate strategic processes to drive growth. This role is critical for leading institutional negotiations, securing contracts, and identifying opportunities through strong networking and relationship-building. Key Responsibilities 1. Institutional Channel Strategy Develop the institutional strategic plan for Colombia considering the structure of the healthcare system (EPS, IPS, ADRES, etc.). Identify access opportunities in high-complexity hospitals and government health programs. Define commercial policies aligned with local regulations (Invima, MinSalud, Ley 80, Ley 1150). 2. Commercial Management & Bidding Administer the institutional portfolio (pharmaceutical products). Lead participation in public procurement processes via SECOP I, SECOP II, and Colombia Compra Eficiente. Negotiate framework agreements, hospital supply contracts, and agreements with EPS/IPS. Achieve growth, profitability, hospital coverage, and market share targets. 3. Institutional Relationship Management Build and strengthen relationships with IPS directors, hospital pharmacy managers, purchasing heads, health authorities, and government entities. Manage relationships with pharmaceutical service centers and institutional distributors. Ensure compliance with hospital system needs for supply continuity and technovigilance. 4. Operational Coordination Coordinate with logistics, supply chain, regulatory affairs, pharmacovigilance, finance, compliance, and marketing. Guarantee service levels: availability, delivery times, inventory control, and product traceability. Monitor KPIs such as fill rate, backorders, institutional portfolio performance, and timely invoicing. 5. Team Leadership Lead and develop the institutional sales team. Train the team on Colombian contracting regulations, hospital processes, and compliance standards. Evaluate performance and ensure adherence to ethical and compliance guidelines. 6. Market Analysis & Compliance Analyze institutional market trends, pricing behavior, and competitive dynamics. Prepare forecasts, regional opportunity reports (Costa, Antioquia, Cundinamarca, Eje Cafetero, Southwest). Ensure compliance with health regulations (Invima, Decreto 780, Good Practices), ethical standards, and industry regulations. Qualifications/Requirements Professional degree (specialization or MBA desirable). 5–8 years of experience in institutional channel sales within the pharmaceutical or dermocosmetic industry. Proven experience in public procurement and contract negotiation. Strong knowledge of Colombian health system and regulatory environment. Experience in multinational corporate environments. Leadership skills and ability to manage teams. Excellent communication skills (clear and concise). Fluent in Spanish and English (B2–C1). Willingness to travel across Colombia. 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. 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. Opella values diversity in all its forms and is committed to fostering a workplace where everyone can belong and excel. We welcome and encourage applications from people of all backgrounds. Join us on our mission. Health. In your hands. www.opella.com/en/careers 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. B Corp certified in multiple markets, we are active players in the journey towards healthier people and planet. Find out more about our mission at www.opella.com. Privacy Notice