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**Job Function: **
Strategy & Corporate Development
**Job Sub Function: **
Business Development
Job Category:
Professional
All Job Posting Locations:
São Paulo, Brazil
Job Description:
Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals. 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.
DePuy Synthes is recruiting for a(n) Indirect Channel Management Lead, located in São Paulo, São Paulo, Brazil.
This role leads pricing and contracting strategy execution across indirect commercial channels, ensuring pricing integrity, contract compliance, and sustainable revenue growth. The Indirect Channel Management Lead partners closely with Commercial, Finance, Legal, and regional stakeholders to design, implement, and govern pricing and contract frameworks that support distributor‑based go‑to‑market models. The position plays a critical role in balancing competitiveness, compliance, and profitability within a complex and highly regulated healthcare environment.
Key Responsibilities
Lead pricing and contract management activities for indirect commercial channels, ensuring alignment with regional and global pricing strategies.
Develop, implement, and govern distributor pricing frameworks, discount structures, and contractual terms.
Partner with Commercial, Finance, and Legal teams to ensure contracts comply with internal policies, regulatory requirements, and approval processes.
Monitor pricing performance, margin impact, and contract effectiveness; identify risks and improvement opportunities.
Support negotiations with indirect channel partners, providing pricing guidance and contract expertise.
Ensure accurate execution of pricing and contract terms through systems, governance controls, and audit readiness.
Provide analytical insights and reporting to support commercial decision‑making and leadership reviews.
Contribute to continuous improvement of pricing and contract processes, tools, and governance models.
Qualifications
Education
Bachelor’s degree required (Business, Finance, Economics, or related field).
MBA or advanced degree preferred.
Experience and Skills
Required:
8-10 years of relevant experience in pricing, contracting, commercial operations, or revenue management, preferably in healthcare, medical devices, or regulated industries.
Demonstrated experience managing indirect or distributor‑based commercial models.
Strong understanding of pricing governance, contract lifecycle management, and compliance controls.
Proven ability to partner cross‑functionally with Commercial, Finance, Legal, and regional teams.
Strong analytical skills with the ability to translate data into actionable insights.
Experience working with pricing, contracting, and reporting systems.
Excellent communication and stakeholder management skills.
Preferred:
Experience supporting Latin America markets or regional commercial organizations.
Background in medical devices, orthopedics, or life sciences.
Experience leading complex contract negotiations with distributors.
Knowledge of transfer pricing, discount governance, or commercial compliance frameworks.
Advanced proficiency in data analysis and visualization tools.
Other:
Languages: Portuguese and English proficiency required; Spanish preferred.
Travel: Up to 20% regional travel.
Certifications: Pricing, finance, or contract management certifications preferred.
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Johnson & Johnson is an 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, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers, internal employees contact AskGS to be directed to your accommodation resource.
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**Required Skills: **
Preferred Skills:
Alliance Formation, Business Development, Business Valuations, Customer Alignment, Due Diligence, Market Research, Mentorship, Negotiation, Organizing, Process Improvements, Product Marketing Sales, Product Strategies, Relationship Building, Sales Prospecting, Strategic Change, Strategic Thinking, Technical Credibility