Job Description

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

MedTech Sales

Job Sub Function:

Key Account Management – MedTech (No Commission)

Job Category:

Professional

All Job Posting Locations:

São Paulo, Brazil

Surgery Indirect Channel Senior Manager | Brazil

Position: Indirect Channel Senior Manager — Surgery Brazil

Reports to: GM Surgery Brazil or Commercial Director

Model: BU-driven E2E; P&L accountability over indirect channel; interface with Finance, Supply Chain and KAM

Position Mission

• Manage the indirect channel as an economic system — not a logistical arrangement — with end-to-end accountability for distributor selection, contracting, performance governance and footprint evolution.
• Ensure the channel generates real demand conversion, pricing compliance, clinical coverage and financial sustainability — not just sell-in volume.
• Design and execute the channel strategy that supports the turnaround pillars, including the structural response to Tax Reform (CBS/IBS transition) and distributor liquidity pressure.

Key Responsibilities

• Manage the commercial and economic relationship with active distributors: monthly scorecard, quarterly business reviews and clear decisions on maintain / correct / replace — with no ambiguity.
• Build and maintain the indirect channel commercial policy: purchase pricing, performance rebates, targets by subfranquia, mix compliance and pricing floor governance.
• Structure the channel scorecard: sell-in/out, channel inventory (coverage, aging, stockout), account coverage, pricing compliance and credit exposure.
• Monitor distributor financial health: working capital position, average payment terms, concentration risk and company exposure in default scenarios.
• Lead the channel footprint redesign: coverage mapping vs gaps, territorial overlap analysis, structural alternatives for specific regions or account segments (direct, hybrid, specialized distributor).
• Develop and implement channel incentive campaigns with measurable performance counterparts — no benefit without commercial accountability.
• Model the impact of Tax Reform (IBS/CBS, phaseout of legacy tax regimes) on distributor margin and channel competitiveness, proactively proposing commercial policy adjustments.
• Coordinate with Supply Chain on channel inventory planning: demand forward, replenishment triggers, long-tail stop-buy and backorder management.
• Build the business case for structural channel alternatives, presenting economic logic — margin, coverage, risk — not only operational rationale.

Mandatory Qualifications

• Minimum 4 years in indirect channel management in MedTech, Pharma or Health Industries, with at least 3 years in a senior role with P&L or margin accountability over the channel.
• Experience assessing distributor financial health: return on assets employed, working capital dynamics, credit risk and portfolio concentration.
• Strong analytical capability to build channel scorecards and defend commercial decisions with financial data.
• Experience negotiating distributor contracts including rebate mechanisms, SLA commitments and performance penalties.
• Minimum 3 years as commercial leader developing talents and creating a high performing team.

Differentiating Qualifications

• Experience in channel footprint redesign: creating new distribution coverage, transitioning from indirect to direct on specific accounts or hybridizing coverage models.
• Knowledge of the 2025–2033 Tax Reform (LC 214/2025 — CBS/IBS) and its structural implications for channel economics and pricing strategy.
• Experience managing distributors under financial stress: renegotiation, structured recovery plans or managed replacement.
• Familiarity with surgical device channel dynamics: consignment inventory, OR urgency logistics and clinical coverage requirements.

Behavioral Profile

• Fixer and Builder simultaneously: resolves the immediate problem (distributor at risk, pricing breach, stockout) while building the right system in parallel.
• High tolerance for commercial tension: negotiates firmly without destroying the relationship; maintains authority without resorting to concession.
• Analytical rigor without bureaucracy: uses data to accelerate decisions, not to defer them.
• Systemic view of the channel: treats distributor behavior as the output of incentive design, not as an isolated relationship problem.
• Able to build a business case for leadership: defends channel restructuring with economic logic, not operational convenience.

Required Skills:

Preferred Skills:

Account Management, Alliance Formation, Commercial Awareness, Consulting, Customer Centricity, Customer Experience Management, Data Savvy, Goal-Oriented, Interpersonal Influence, Medical Technology, Organizing, Personalized Services, Revenue Management, Sales, Solutions Selling, Standard Operating Procedure (SOP), Sustainable Procurement, Technical Credibility, Vendor Selection