Global HCP Conversion Lead

Opella

6d • Hybrid

About The Position

To convert HCP engagement into recommendation behaviour by building world-class activation models, field excellence frameworks, pharmacist enablement programmes, and market conversion capabilities across Opella’s priority brands and markets. The role owns the global conversion agenda within the HCP Advocacy framework, ensuring that HCP Reach and Content translate into measurable recommendation growth, advocacy, and commercial value. As the global steward of Conversion, the role develops scalable playbooks, capability programmes, and activation models that help markets win recommendation at the point of influence and recommendation. Serves as the link with the Regional Commercial and local Commercial heads with a clear understanding of local market conversion tactics. Lead initiatives that advance our brands and strengthen our reputation worldwide. Mentor and uplift emerging talent while pushing your own growth and influence. Put purpose into practice — embedding sustainability, access and social impact into every decision. Model the challenger mindset: question complexity, act with integrity and make things radically simple. Help shape a culture that’s ambitious, collaborative and serious about recognition and belonging.

Requirements

• 12+ years of experience in healthcare commercial excellence, sales leadership, HCP marketing, or customer activation
• Proven track record of driving recommendation growth and commercial activation at scale
• Strong understanding of pharmacist and HCP decision-making
• Experience developing field force capability and coaching systems
• Expertise in customer engagement, category management, and recommendation driving programmes in OTC
• Strong understanding of commercial performance measurement and ROI in OTC
• Ability to influence across complex global matrix organisations
• Global and local market execution experience essential
• Degree in Business, Marketing, Commercial Excellence, Pharmacy or Life Sciences

Nice To Haves

• Advanced commercial or sales leadership training preferred

Responsibilities

• Drive Recommendation Growth: Establish recommendation as a measurable business metric and growth driver across all priority brands. Build global frameworks that help markets increase: Share of Recommendation, Brand Preference, Recommendation Frequency, Advocacy among priority HCPs. Partner with markets to identify barriers to recommendation and deploy targeted interventions.
• Build Field Conversion Excellence: Create a consistent global approach to converting HCP engagement into action. Own the development and deployment of: Opella Challenger Selling Model, SPARK Framework, Call Excellence Standards, Coaching Frameworks, Multi-brand detailing approaches, Objection handling systems. Ensure field teams are equipped to move HCPs from awareness to recommendation.
• Lead Pharmacist and HCP Enablement: Build scalable recommendation-driving programmes focused on pharmacists and key HCP segments. Develop global playbooks covering: Pharmacist education, Recommendation conversations, Category selling, Pharmacy activation, Joint Business Planning integration, Point-of-sale recommendation systems, Customer engagement models. Position recommendation as a strategic growth lever within key customer partnerships.
• Scale Winning Market Models: Identify, codify and scale best practices from high-performing markets. Develop a global library of: Conversion playbooks, Winning activations, Recommendation programmes, Customer partnership models, Pharmacy excellence programmes. Accelerate replication of proven models across brands and regions.
• Build Conversion Capability: Partner with Advocacy Academy to elevate conversion capability across: Global Brand Teams, Zone Teams, Local HCP Teams, Commercial Excellence Teams, Sales Leadership Teams. Create a common language around recommendation growth and conversion excellence.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior