GER SR CONTAS CHAVES

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: Key Account Management – MedTech (No Commission) Job Category: Professional All Job Posting Locations: São Paulo, Brazil Job Description: Surgery Indirect Channel Senior Manager | Brazil Position: Indirect Channel Senior Manager — Surgery Brazil Reports to: GM Surgery Brazil or Commercial Director Model: BU-driven E2E; P&L accountability over indirect channel; interface with Finance, Supply Chain and KAM Position Mission Manage the indirect channel as an economic system — not a logistical arrangement — with end-to-end accountability for distributor selection, contracting, performance governance and footprint evolution. Ensure the channel generates real demand conversion, pricing compliance, clinical coverage and financial sustainability — not just sell-in volume. Design and execute the channel strategy that supports the turnaround pillars, including the structural response to Tax Reform (CBS/IBS transition) and distributor liquidity pressure.

Manage the commercial and economic relationship with active distributors: monthly scorecard, quarterly business reviews and clear decisions on maintain / correct / replace — with no ambiguity. Build and maintain the indirect channel commercial policy: purchase pricing, performance rebates, targets by subfranquia, mix compliance and pricing floor governance. Structure the channel scorecard: sell-in/out, channel inventory (coverage, aging, stockout), account coverage, pricing compliance and credit exposure. Monitor distributor financial health: working capital position, average payment terms, concentration risk and company exposure in default scenarios. Lead the channel footprint redesign: coverage mapping vs gaps, territorial overlap analysis, structural alternatives for specific regions or account segments (direct, hybrid, specialized distributor). Develop and implement channel incentive campaigns with measurable performance counterparts — no benefit without commercial accountability. Model the impact of Tax Reform (IBS/CBS, phaseout of legacy tax regimes) on distributor margin and channel competitiveness, proactively proposing commercial policy adjustments. Coordinate with Supply Chain on channel inventory planning: demand forward, replenishment triggers, long-tail stop-buy and backorder management. Build the business case for structural channel alternatives, presenting economic logic — margin, coverage, risk — not only operational rationale. Mandatory Qualifications Minimum 4 years in indirect channel management in MedTech, Pharma or Health Industries, with at least 3 years in a senior role with P&L or margin accountability over the channel. Experience assessing distributor financial health: return on assets employed, working capital dynamics, credit risk and portfolio concentration. Strong analytical capability to build channel scorecards and defend commercial decisions with financial data. Experience negotiating distributor contracts including rebate mechanisms, SLA commitments and performance penalties. Minimum 3 years as commercial leader developing talents and creating a high