Orkla

Oslo

To strengthen channel excellence and accelerate category leadership, Orkla Health International has established dedicated commercial leadership roles for its two primary go-to-market channels: Pharmacy and Grocery/Food Trade (GFT). We are now looking for the Head of Sales GFT for the EMEAA markets, where OHI has the largest and most diverse portfolios. The right person for this role will lead the commercial strategy and execution across our GFT-led distributor markets, ensuring that Orkla Health's brands achieve strong visibility, consumer relevance, and profitable growth in modern and traditional retail environments.
Head of Sales GFT in EMEAA, Orkla Health International
The Head of Sales GFT is responsible for leading and developing the commercial strategy and execution within the GFT channel across the EMEAA region (Europe, Middle East, Africa, and Americas). You will lead a team of four Sales Managers. The role reports to Managing Director of Orkla Health International.
Main tasks:
Channel Leadership
<ul><li>Lead the GFT channel across EMEAA with full commercial accountability (sales, profitability, and execution).</li><li>Develop and implement channel strategies that strengthen Orkla Health's position with key grocery retailers, wholesalers, and distributors.</li><li>Translate global strategies into actionable business plans that balance short-term delivery with long-term brand building.</li><li>Ensure consistent executional excellence across markets through clear performance frameworks, KPIs, and capability programs.</li></ul>
Distributor and Customer Management
<ul><li>Manage and develop relationships with key distributors and retail partners across the GFT channel across EMEAA.</li><li>Conduct structured Joint Business Planning processes and performance reviews</li><li>Identify, evaluate, and onboard new partners to strengthen coverage and performance.</li><li>Ensure compliance with regulatory and corporate governance standards</li></ul>
Commercial Excellence
<ul><li>Drive improvement in forecasting, demand planning, and pricing governance to optimize profitability and working capital.</li><li>Champion data-driven decision-making and the use of digital tools</li><li>Strengthen retail execution, assortment management and promotional effectiveness.</li><li>Foster a culture of commercial excellence across markets by capturing and leveraging key learnings and best practices</li></ul>
Cross-Functional Collaboration
<ul><li>Partner closely with Marketing, Category, and Innovation teams to localize brand strategies and ensure successful NPD launches.</li><li>Collaborate with Supply Chain and Finance to secure efficient product availability, cost control, and resource allocation.</li><li>Work closely with the Regulatory team to ensure compliance with local requirements.</li></ul>
Personal skills:
<ul><li>Strategic and analytical, yet pragmatic and action-oriented.</li><li>Strong interpersonal and cultural agility.</li><li>Collaborative leadership style aligned with values like: Trust, Transparency, Consumer-First, and Integrity.</li><li>Passionate about people development and creating high-performing teams.</li><li>Demonstrates strong ownership, resilience, and accountability for results in a dynamic, international context.</li></ul>
Experience/Skills:
<ul><li>Bachelor's degree in Business, Marketing, or related field; MBA or equivalent preferred.</li><li>Minimum 10 years of commercial leadership experience within FMCG, Consumer Health, or Food sectors.</li><li>Deep expertise in GFT channel management, including distributor-led and direct customer models.</li><li>Proven P&amp;L accountability in a regional or multi-country context.</li><li>Strong understanding of European and emerging market grocery ecosystems.</li><li>Experience leading cross-functional, culturally diverse teams in a matrix organization.</li><li>Excellent communication, influencing, and negotiation skills with major retail and distributor partners.</li><li>IT literate; confident with Power BI, CRM, and modern sales management tools.</li><li>Fluent in English; other European languages an advantage.</li></ul>
Work location: One of our offices in the Nordics will be preferred (Oslo, Copenhagen, Stockholm, Helsinki)
Travel will be required.
Application deadline: January 12, 2026
Contact person:
Managing Director, Orkla Health International: Pasi Hautakorpi (<a rel="nofollow" href="mailto:pasi.hautakorpi@orkla.fi">pasi.hautakorpi@orkla.fi</a>)