GER SR CONTAS CHAVES

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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)...