Indirect Channel Manager

DePuy Synthes, part of Johnson & Johnson MedTech, is the world's leading orthopaedic and traumatology company for products and services in joint reconstruction, traumatology, spine surgery, sports medicine, neurosurgery, maxillofacial and cranial surgery, power tools and biomaterials. Building on many years of experience and tradition combined with science and technology, DePuy Synthes is a flexible and innovative organization that forms the basis for shaping the global healthcare market.

The Indirect Channel Manager (ICM) will play a key role in the transformation and optimization of the Indirect Channel, ensuring its growth and profitability. This position is responsible for leading change in the relationship with distributors and agents (TPIs), managing difficult conversations, and challenging the status quo to improve operational and commercial efficiency.

The role requires strong commercial experience, strategic thinking, and a data-driven approach, working closely with internal teams (sales, marketing, pricing, and operations) to professionalize the channel and maximize its business impact.

Key Responsibilities:

- Commercial Leadership & Change Management with TPIs:

- Develop and implement commercial strategies to improve the profitability and productivity of the Indirect Channel.
- Manage complex negotiations with distributors and agents to optimize agreements, reduce inefficiencies, and align their operations with company objectives.
- Handle difficult conversations with TPIs to drive the adoption of new collaboration models and ensure their commitment to change.
- Establish development plans for TPIs, ensuring their alignment with the company’s strategic priorities.
- Operational Model Optimization & Business Growth:

- Identify growth opportunities within the indirect channel and develop strategies to expand market presence.
- Redefine key processes to eliminate inefficiencies and improve distributor and agent productivity.
- Design standardized and scalable working models to enhance channel professionalism.
- Lead the implementation of best commercial and operational practices across the TPI network.
- Data-Driven Decision-Making & Strategic Management:

- Develop dashboards and analytical tools to assess channel profitability and efficiency.
- Leverage sales, operational, and market data to identify trends and improvement opportunities.
- Define and track key KPIs to measure the impact of initiatives.
- Ensure proper data management and quality within the channel, fostering a data-driven decision-making culture.
- Collaboration & Alignment with Internal Teams:

- Work closely with sales, marketing, and pricing teams to ensure strategies align with business growth objectives.
- Coordinate with operations and finance to enhance the channel’s logístical and commercial efficiency.
- Act as a bridge between the company and TPIs, ensuring effective communication and execution of strategies.

**Qualifications**:
**Qualifications**:
Commercial Experience & Change Management:

- 5+ years of experience in business development, sales, channel management, or commercial leadership within the medical devices industry or related sectors.
- Proven experience managing distributor and agent relationships, handling difficult conversations, and leading strategic negotiations.
- Strong track record in business transformation and profitability improvement in indirect channels.

Key Skills:

- Commercial leadership and strategic negotiation.
- Change management and ability to influence internal and external stakeholders.
- Data analysis and results-oriented mindset.
- Ability to translate insights into actionable business strategies.
- Strong leadership and influencing skills without direct authority.
- Proficiency in digital and analytical tools (CRM, BI, Advanced Excel, etc.).

**Education**:

- Degree in Business Administration, Engineering, Economics, or related fields.
- MBA or certifications in commercial management, negotiation, and strategic leadership are a plus.

Languages:

- Fluent in Spanish and English.

What We Offer
- Opportunity to lead change and professionalize the Indirect Channel.
- High-impact commercial challenges and strategic negotiations.
- Access to advanced analytics and decision-making tools.
- Career development in a leading industry company.

Johnson & Johnson is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

For more than 130 years, diversity, equity & inclusion (DEI) have been part of our cultural fabric at Johnson & Johnson and woven into how we do business every day. Our commitment to respect the dignity and diversity of all is embedded in our Credo.

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