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.
Key Responsibilities
* 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 performing team.
Differentiating Qualifications
* Experience in channel footprint redesign: creating new distribution coverage, transitioning from indirect to direct on specific accounts or hybridizing coverage models.
* Knowledge of the 2025–2033 Tax Reform (LC 214/2025 — CBS/IBS) and its structural implications for channel economics and pricing strategy.
* Experience managing distributors under financial stress: renegotiation, structured recovery plans or managed replacement.
* Familiarity with surgical device channel dynamics: consignment inventory, OR urgency logistics and clinical coverage requirements.
Behavioral Profile
* Fixer and Builder simultaneously: resolves the immediate problem (distributor at risk, pricing breach, stockout) while building the right system in parallel.
* High tolerance for commercial tension: negotiates firmly without destroying the relationship; maintains authority without resorting to concession.
* Analytical rigor without bureaucracy: uses data to accelerate decisions, not to defer them.
* Systemic view of the channel: treats distributor behavior as the output of incentive design, not as an isolated relationship problem.
* Able to build a business case for leadership: defends channel restructuring with economic logic, not operational convenience.
Preferred Skills
* Account Management
* Alliance Formation
* Commercial Awareness
* Consulting
* Customer Centricity
* Customer Experience Management
* Data Savvy
* Goal-Oriented
* Interpersonal Influence
* Medical Technology
* Organizing
* Personalized Services
* Revenue Management
* Sales
* Solutions Selling
* Standard Operating Procedure (SOP)
* Sustainable Procurement
* Technical Credibility
* Vendor Selection
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