Indirect Channel Commercial Specialist

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 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

We are searching for the best talent for Indirect Channel Commercial Specialist.

Purpose:

The Indirect Channel Commercial Specialist plays a crucial role in managing the commercial relationship with distributors. This position involves defining and executing commercial plans while identifying new business opportunities. The specialist will collaborate closely with distributors to align on sales targets, monitor commercial performance, and ensure compliance with established guidelines and programs.

You will be responsible for:

• Relationship Management:

  • Build and maintain strong, long-term relationships with key distributor partners.

  • Serve as the main point of contact for distributors regarding commercial strategies and performance.

• Commercial Planning & Execution

  • Define and successfully implement commercial plans, at distributor level, in collaboration with Business Units and Distributors.

  • Ensure that all commercial strategies align with the overall business objectives of the organization.

• Business Opportunity Identification

  • Conduct market analysis to identify potential areas for growth and new business opportunities.

  • Collaborate with internal teams to develop proposals or business cases for new initiatives.

• Sales Target Alignment

  • Work hand-in-hand with distributors to align on sales targets and performance expectations.

  • Establish KPIs to measure distributor performance and ensure alignment with company goals.

• Performance Monitoring

  • Regularly monitor and analyze distributor sales performance and market trends.

  • Prepare reports and presentations for senior management regarding commercial performance and opportunities.

• Invoice-to-Cash Process Support

  • Facilitate the Invoice-to-Cash Process: Collaborate with pricing, bids & tenders, finance, planning and distribution partners to streamline the invoice-to-cash process.

  • Ensure timely and accurate invoicing (after PO generation), address discrepancies, and support dispute resolution to expedite cash flow.

  • Monitor and analyze receivables to identify bottlenecks or opportunities for improvement, thereby enhancing the overall efficiency of revenue collection from distributors.

• Compliance & Program Adherence

  • Support the compliance with corporate guidelines and best practices.

  • Ensure distributors adhere to program requirements and commercial policies.

Qualifications / Requirements:

• Bachelor’s degree in Business Administration, Marketing, or a related field.

• Proven experience in channel management or sales within a distribution context.

• Strong analytical skills and ability to interpret sales data and market conditions.

• Excellent communication and interpersonal skills, with the ability to influence and negotiate.

• Proficient in using Microsoft Office Suite.

• English: high proficiency level.

• The role could require up to 20% travel.

Soft Skills:

• Strong commercial acumen and strategic thinking.

• Ability to work collaboratively in a team-oriented environment.

• Adaptability and problem-solving skills in fast-paced settings.

Safe Fleet Requirements:

Since this position is eligible for Company Car as a working tool, it is also required:

• Valid driver’s license.

• At least 3 years of driving a car experience, preferably in highway zones (between 80 and 110 km/h) and with standard vehicles.