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Through our expertise in Innovative Medicine and Med Tech, 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.

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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 presente 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.

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📌 Business Development Manager (Vitoria-Gasteiz)
🏢 Johnson & Johnson
📍 Vitoria-Gasteiz