External Channel Manager Ortho

Johnson & Johnson MedTech; Warszawa; Hybrid; PLN 205,000 - 308,000; Full time

Benefits offered by this job

Annual bonus

Vacation days

Parental leave

Job summary

Johnson & Johnson MedTech is seeking an External Channels Manager Orthopedics for the Baltics, Poland & Czech Republic. You will build distributor relationships, manage pricing and rebates, and align with Compliance and Legal on governance. The role drives GTM execution and cross-functional collaboration across sales, marketing, and operations.

The position emphasizes strategic planning, market insight, and performance management to achieve sales targets in a dynamic, multinational setting.

Qualifications

• Bachelor’s degree required; MBA preferred.
• 10+ years in MedTech with matrixed, cross-functional experience.
• Proven track record of achieving sales targets and distributor performance.
• Strong analytical, negotiation, and communication skills.

Responsibilities

• Develop and execute distributor strategies to drive sales growth.
• Manage distributor relationships and performance metrics.
• Coordinate pricing, rebates, and contract governance.
• Oversee due diligence with Compliance and Legal teams.
• Provide market insights to optimize stock and GTM planning.

Skills

Distributor management

Sales forecasting

Cross-functional collaboration

Negotiation

Relationship building

Market insights

Strategic planning

Contract management

Communication

Leadership

Education

Bachelor’s degree

MBA preferred

Job description

At Johnson & Johnson,we believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented, treated, and cured,where treatments are smarter and less invasive, andsolutions 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

Customer Management

Job Sub Function

Multi-Family Customer Management

Job Category

People Leader

All Job Posting Locations

Prague, Czechia, Warsaw, Masovian, Poland

Job Description

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 External Channels Manager Orthopedics - Baltics, Poland & Czech Republic is responsible for developing and executing strategies that drive sales growth through distributor partners.

Key responsibilities include managing distributor relationships, overseeing sales performance, and ensuring alignment with company objectives.

This role focuses on distributor engagement and management, nurturing relationships while handling sales demand planning and inventory management. The incumbent will coordinate operational activities such as pricing and rebate governance, along with contract management, ensuring that all agreements are executed efficiently and in compliance with company standards. Additionally, the position involves oversight of distributor product training to enhance their capabilities and drive performance. The incumbent will also oversee due diligence actions in partnership with Healthcare Compliance (HCC), Legal, and Business Compliance teams, ensuring adherence to regulatory requirements and company policies.

Essential Duties And Responsibilities

Distributor Engagement

• Monitor existing contracts and initiate necessary adjustments or lead renewal process of contracts
• or any new agreements following a strict due diligence process
• Distributor GTM Model Transition: Take necessary steps to ensure the full transition of any Go-To-Market

Market (GTM) Model Changes, Including

• Assessing current processes to align with the distributor model.
• Developing and implementing a structured plan to achieve full conversion to the distributor GTM
• model & coordinating with cross-functional teams to support a seamless transition.

Sales Forecasting and Planning

• Generate accurate sales forecasts for the upcoming fiscal year as part of the Business Plan (BP).
• Gather product-based sales projections from distributors and share insights with leadership.

Operational Coordination and Inventory Management

• Work closely with operations to ensure seamless product availability, aligning sales forecasts with order fulfillment.
• Collaborate with the Marketing Manager or Product Manager to monitor and report on marketing strategy execution in the field, providing feedback on changing conditions
• Manage current operational matters in line with J&J procedures
• Performance Management and Team Development
• Ensure field teams adhere to key performance metrics and drive continuous performance
• improvement.
• Support any credit/rebate/turnover bonus (TBO) calculations for finance accruals; coordinate final credit/rebate/TOB calculations and ensure necessary data for Customer Service payments
• Address any issues related to team performance, behavior, or compliance promptly, escalating to appropriate leadership as necessary.
• When necessary, performance manages current distributors and resource and acquire new export partners for future revenue growth.

Market Insights and Distributor Guidance

• Provide insights on market dynamics to help distributors maintain optimal stock levels in response to changing market conditions.

Other Features Of The Job

• Keep teams informed of product and procedure knowledge, as well as industry developments and market trends, to maintain a competitive edge.
• Provide ongoing training and updates for field teams, addressing any knowledge gaps related to new or existing products.
• Distributor GTM Model Transition: Take necessary steps to ensure the full transition to a distributor Go-To-Market (GTM) model, including:
  • Assessing current processes to align with the distributor model.
  • Developing and implementing a structured plan to achieve full conversion to the distributor GTM
  • model & coordinating with cross-functional teams to support a seamless transition.

Requirements (knowledge, Education, Skills)

• A minimum of a bachelor’s degree is required. MBA preferred.
• A minimum of 10+ years business experience in MedTech is required with a consistent record of working within a matrixed environments and cross functional teams including sales & marketing.
• Proven track record of achieving sales targets and driving distributor performance.
• Strong analytical skills with the ability to interpret sales data and market insights.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to work independently and as part of a cross-functional team.

Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company,

operating as DePuy Synthes.

Should you accept this position, it is anticipated that,

following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by

DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be

provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes.

Required Skills

Authenticity, Client Management, Community Relations, Customer Centricity, Customer-Centric Organizational Culture, Customer Experience Management, Customer Relationships, Customer Satisfaction, Customer Service, Customer Service Philosophy, Customer Support Operations, Customer Support Trends, Developing Others, Inclusive Leadership, Leadership, Relationship Building, Stakeholder Analysis

Preferred Skills:

Authenticity, Client Management, Community Relations, Customer Centricity, Customer-Centric Organizational Culture, Customer Experience Management, Customer Relationships, Customer Satisfaction, Customer Service, Customer Service Philosophy, Customer Support Operations, Customer Support Trends, Developing Others, Inclusive Leadership, Leadership, Relationship Building, Stakeholder Analysis

The anticipated pay range for this position, in the primary posting location, is:

The anticipated pay ranges for additional locations are:

Poland - The anticipated base pay range for this position is 205 000 - 308 000 PLN Gross Annually.

Benefits

In addition to base pay, we offer the following benefits*: an annual bonus with set target (% of pay) depending on pay grade / location, where the actual amount is based on the employees’ and companies’ performance of the previous calendar year, or sales commissions. Moreover, we offer vacation days, parental leave for a minimum of 12 weeks, bereavement leave, caregiver leave, volunteer leave, well-being reimbursement, programs for financial, physical and mental health. We also offer service anniversary and recognition awards, and subject to the terms of their respective plans, employees - and in some location’s eligible dependents - can participate in several insurance plans. For more information, visit Employee benefits | Supporting well-being & career growth | Johnson & Johnson Careers.

• This is for informative purposes only. Amounts and actual benefits may vary by location and are subject to change.