Senior Manager Indirect Channels

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:

Inside Sales -- MedTech (No Commission)

Job Category:

Professional

All Job Posting Locations:

Zug, Switzerland

Job Description:

About MedTech

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

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

About Surgery

Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting.

We are searching for the best talent for our Senior Manager Indirect Channels — Surgery EMEA position in Switzerland, in the UK or the Netherlands.

 

Role summary

The Senior Manager Indirect Channels for Surgery EMEA defines and operationalizes regional standards for managing distributors, agents, and other third party partners. You will collaborate closely with the indirect channel Centre of Expertise in Procurement to optimize contracts, uplift partner capabilities, and drive consistent execution across markets. The role develops training, monitors performance, leads corrective action plans, and institutionalizes best practices from inside and outside the organization to deliver compliant growth, coverage, and customer value.

Key responsibilities

Contract optimization with Procurement CoE

• Partner with the indirect channel Centre of Expertise to design and negotiate robust, scalable partner contracts (terms, SLAs, performance clauses, incentives/rebates, audit rights, data‑sharing).
• Establish a proactive renewal pipeline, standard templates, and a clear playbook for approvals and exceptions.
• Ensure compliance with regional legal, HCC/ABAC, competition law, data privacy, and public procurement/tendering rules.

Regional standards and governance

• Define EMEA‑wide standards for indirect channel management: segmentation/tiering, coverage models, onboarding/offboarding, accreditation/certification, and periodic QBR governance.
• Create and maintain SOPs, policies, and a partner code of conduct aligned with quality and regulatory requirements.
• Implement risk management routines (due diligence, third‑party risk assessments, and periodic audits).

Enablement, training, and education

• Build and deliver a comprehensive capability program for country channel teams and partners (commercial excellence, tendering, compliance, service expectations, digital tools).
• Develop toolkits, playbooks, and e‑learning assets; establish a super‑user network across EMEA.
• Coach local leaders on contract execution, performance management, and remediation best practices.

Performance management and remediation

• Define KPIs and dashboards for growth, coverage, pipeline health, forecast accuracy, contract attachment/renewal, service levels, and compliance.
• Run monthly/quarterly reviews; perform root‑cause analyses and deploy corrective action plans for underperformance.
• Align incentives and rebate frameworks to drive desired behaviors and outcomes.

Best‑practice sharing and external benchmarking

• Curate and disseminate best practices from other business units and countries; facilitate communities of practice.
• Benchmark channel models, economics, and processes against external exemplars; translate insights into pilots and standards.

Cross‑functional and global alignment

• Coordinate with Sales, Marketing, Finance, Legal, HCC/Compliance, Quality/Regulatory, Supply Chain, and Service to ensure end‑to‑end partner readiness.
• Align with global channel strategies and toolsets to ensure consistency and scalability across EMEA.

Digital enablement and continuous improvement

• Drive adoption of PRM/CRM, CLM/e‑signature, and BI reporting; standardize data models and partner scorecards.
• Lead continuous improvement initiatives to streamline the contract lifecycle and partner operations.

Qualifications

• Bachelor’s degree in Business, Supply Chain, Law, or related field; advanced degree is a plus.
• 7+ years of channel/distributor management, procurement/contracting, or commercial excellence experience in medtech/healthcare or complex B2B across multiple EMEA markets.
• Proven track record in negotiating and optimizing third‑party contracts and managing performance frameworks at regional scale.
• Strong knowledge of indirect channel models, tendering/public procurement, competition law, anti‑bribery/anti‑corruption, HCC, and data privacy requirements.
• Experience building training programs and leading change across matrixed, multi‑country organizations.
• Data‑driven operator with proficiency in CRM/PRM, contract lifecycle tools, and BI/analytics; strong Excel and dashboard skills.
• Excellent stakeholder management, facilitation, and communication skills
• Fluency in English required. Additional European languages are an advantage.

The anticipated base pay range for this position in the Netherlands is 82.900,00 - 144.210,00 EUR.

 

 

Required Skills:

 

 

Preferred Skills:

Business Development, Continuous Improvement, Data Analysis, Data Reporting, Financial Forecasting, Industry Analysis, Interpersonal Influence, Leadership, Mentorship, Organizing, Relationship Building, Revenue Management, Sales Projections, Sales Training, Solutions Selling, Sustainable Procurement, Technical Credibility, Vendor Selection