Business Development Manager

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:

Sales Enablement

Job Sub Function:

Commercial and Trade Relations Strategy

Job Category:

Professional

All Job Posting Locations:

Bilbao, Vizcaya, Spain, Biscay, Basque Country, Spain, Madrid, Spain

Job Description:

About Orthopaedics

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

We are searching for the best talent for: Business Development Manager- Indirect Channel, Madrid and North Spain Territory.

Purpose: The Business Development Manager- Indirect Channel plays a key role in driving the transformation, accelerating growth, and maximizing the profitability of the indirect channel.

This role acts as a direct enabler of growth within the Orthopedics business, driving the adoption of new technologies (including robotics) through the strategic management of distributors and agents (TPIs).

The position requires strong commercial acumen, strategic thinking, and a data-driven mindset, combined with a solid understanding of the Orthopaedics business and hospital dynamics, to identify opportunities, accelerate market penetration, and effectively position high-value solutions.

You will be responsible for:

Commercial Leadership & Business Growth

• Define and execute the indirect channel strategy with a strong focus on accelerating growth, gaining market share, and improving profitability
• Proactively identify business opportunities in Orthopaedics and related technologies
• Lead complex commercial negotiations to maximize value and capture growth
• Design and implement KPIs, incentives, and acceleration plans

Orthopaedics Business, Innovation & Technology Adoption

• Drive Orthopaedics business growth through the channel
• Promote adoption of advanced technologies, especially robotics
• Translate technology value into strong commercial arguments
• Ensure TPIs are equipped to promote and drive adoption of solutions
• Channel Transformation & Change Management
• Lead evolution of the channel model
• Manage complex conversations with distributors and agents
• Develop TPIs to improve performance and growth capability

Operational Optimization & Execution

• Improve efficiency, scalability, and productivity
• Implement standardized operating models
• Track performance through KPIs and data analysis

Cross-functional Collaboration & Alignment

• Work with sales, marketing, pricing, and market access
• Coordinate with finance and operations
• Act as key interface between company and TPIs

Market Understanding & Stakeholder Management

• Apply knowledge of Orthopedics market and hospital dynamics
• Support TPIs with clinical and non-clinical stakeholders
• Align strategy with hospital decision processes

Requirements:

• Degree in Business, Engineering or Life Sciences. MBA preferred.
• 5+ years experience in business development, sales or channel management
• Proven track record in commercial growth and negotiations
• Experience in Orthopaedics (hip and knee prothesis highly valued)
• Growth mindset and results orientation
• Strong negotiation and influencing skills
• Strategic and execution capability
• Analytical and data-driven
• Ability to influence
• CRM tools
• BI tools
• Advanced Excel
• Fluent in Spanish and English
• The position is based in Madrid. Availability to travel in the assigned territory up to 70% of the time.

"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."

Required Skills:

Business Management, Business Negotiations, Commercial Acumen, Orthopedics, Stakeholder Management

Preferred Skills:

Account Management, Business Savvy, Business-To-Business (B2B) Marketing, Coaching, Commercial Awareness, Communication, Competitive Landscape Analysis, Customer Analytics, Growth Marketing, Innovation, Pricing Strategies, Problem Solving, Relationship Building, Sales Enablement, Sales Promotions, Sales Support, Strategic Thinking, Trade Marketing

The anticipated base pay range for this position is:

€55,400.00 - €87,860.00

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.