Sales Excellence Analyst

Position title: Commercial Excellence Analyst

Function: Commercial Excellence / Commercial Operations

Location: ANZ

Reports to: Commercial Excellence Lead

You’ve built experience, now use it where bold ideas meet real impact. At Opella, we’re challenging how self-care works for millions of people and need leaders and experts ready to shape what’s next. As a Sales Excellence Analyst, you’ll bring your skill, your curiosity and your drive to make health simpler, smarter and more human.

Purpose of Role

The Commercial Excellence Analyst plays a critical role in connecting commercial strategy with field execution by turning performance data, sales excellence reporting and execution insights into clear actions that improve business outcomes. The role supports Go-To-Market readiness, field cycle planning, Perfect Store execution, commercial dashboards, OWN It execution and capability initiatives. Working closely with broader Commercial Excellence team, Commercial Strategy, Sales, Field Sales, Brand, Shopper and Supply, the role helps ensure the organisation has the insights, tools, planning discipline and execution clarity required to deliver consistent commercial performance across customers and channels.

Key Responsibilities

1. Commercial Performance, Reporting and Insights

• Translate data into actionable insights that support decision-making, continuous improvement and future execution strategy.
• Support monthly field sales performance reviews, using OWN IT principles, by identifying key drivers of performance, risks, opportunities and recommended actions.Provide commercial intelligence, dashboard support and analysis to help monitor execution quality, sales effectiveness and business performance.
• Identify trends, performance variances and improvement opportunities across customers, channels, field activity and priority initiatives.

2. Field Sales Planning, Tools and Communication

• Support cycle planning by connecting commercial strategy, customer priorities and field execution requirements into clear field-ready plans.
• Prepare and support Field Cycle Briefs, field communications, pre-reads and engagement materials that enable consistent execution and field force excellence.
• Actively engage cross-functionally to support delivery of priority initiatives and ensure field teams have the tools, information and clarity required to execute effectively.
• Act as the central point of contact for Commercial Excellence, ensuring clear, timely and consistent communication between Field Sales and Commercial teams, as well as third party merchandise teams.

3. Go-To-Market Readiness and Execution Excellence

• Support NPD, seasonal and priority initiative Go-To-Market readiness by coordinating inputs, timelines, execution requirements and launch readiness materials.
• Own the GTM Hub, launch readiness frameworks, role charters and operating rhythms that enable repeatable and consistent commercial execution.
• Contribute to the development and embedding of execution excellence standards aligned to the OWN IT principles, including availability, visibility, conversion and field execution measures.
• Capture and share best practices that support continuous improvement across Field Sales and Commercial Excellence.

4. Commercial Capability Support

• Support the Commercial Capability Manager and Field Sales leadership team with capability initiatives, onboarding, selling and merchandising content, product information and campaign training materials.
• Provide insights and reporting that inform capability priorities, coaching routines and field team development needs.
• Contribute to the creation of practical tools, templates and communication materials that help field teams execute with confidence and consistency.
• Support workshop preparation, field engagement sessions and capability program follow-up where required.

5. Key Stakeholders

• Commercial Excellence Lead
• Commercial Systems Manager
• Commercial Capability Manager
• Community Pharmacy Channel Lead and broader Channel teams
• Field Sales Managers and Field Sales teams
• Brand, Shopper, Innovation, Supply and Customer teams
• Third-party field sales and merchandising partners

Capabilities and Experience

• Strong analytical capability with the ability to interpret data, identify trends and convert insights into practical commercial actions.
• Experience in sales operations, commercial excellence, business intelligence, category, customer, field sales or related commercial roles.
• Strong understanding of field execution, Go-To-Market planning, customer activation and sales performance management.
• Confidence working with dashboards, reporting tools, sales systems, CRM platforms or commercial data sources.
• Strong communication skills with the ability to simplify complex information for field and cross-functional audiences.
• High attention to detail, strong planning discipline and ability to manage multiple priorities and deadlines.
• Collaborative working style with the ability to build effective relationships across functions, channels and external partners.
• Continuous improvement mindset, with a focus on improving processes, tools and execution consistency.

Success Measures

• Monthly performance reviews are supported with clear insights, root-cause analysis and recommended actions.
• Cycle plans, Field Cycle Briefs and field communications are delivered on time and enable consistent execution.
• GTM readiness activities are well coordinated, with clear ownership, timelines and execution requirements.
• Field and cross-functional stakeholders experience the role as a reliable source of insight, clarity and operational support.

Leadership Behaviours

• Prioritise what truly matters for stakeholders: Focus effort on the insights, planning activities and execution support that create the greatest value for Field Sales, Commercial Excellence, Channel and cross-functional teams.
• Make work simple and easy to use: Translate complex data, plans and execution requirements into clear dashboards, briefs, tools and communications that enable consistent field execution.
• Own the outcome, not just the task: Take accountability for follow-through across reporting, cycle planning, GTM readiness and capability support, ensuring actions are visible, practical and delivered with discipline.
• Team up for Opella’s success: Build strong working relationships across Commercial Excellence, Field Sales, Channel, Brand, Shopper to align priorities, solve issues and improve execution.
• Aim for best in class and execute at pace: Balance quality, accuracy and speed by delivering fit-for-purpose insights, materials and support without unnecessary complexity or delays.
• Fix what slows things down: Identify blockers, inefficiencies and recurring pain points in commercial planning, reporting and field communication, then help simplify ways of working to improve speed, clarity and consistency.