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 https: //www.jnj.com

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About Orthopaedics

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding the possibilities of Orthopaedics? Ready to join a team that’s reimagining how we heal? Our Orthopaedics teams help keep more than 6 million people moving each year while delivering clinical and economic value to surgeons and healthcare systems. Our teams build solutions for joint reconstruction; trauma and craniomaxillofacial; sports, extremities, and elective foot and ankle; spine; and robotics and digital surgery.

Your unique talents will help patients on their journey to wellness. Learn more at https: //www.jnj.com/medtech

The Business Development Manager Indirect Channel 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.

*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 logistical and commercial efficiency.

- Act as a bridge between the company and TPIs, ensuring effective communication and execution of strategies.

Required Profile:

- 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.

- A deep understanding of financial metrics and principles, enabling informed decision-making related to investments, budgeting, and profitability analysis.

- Data analysis and results-oriented mindset.

- Ability to translate insights into actionable business strategies.

- Strong leadership and influencing skills without direct authority.

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.