Description
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Job Function:
Sales EnablementJob Sub Function:
Commercial and Trade Relations StrategyJob Category:
ProfessionalAll Job Posting Locations:
Shanghai, ChinaJob Description:
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.DePuy Synthes is recruiting for a Channel Manager, NED & Strategic Support, located in Shanghai, China.
The Channel Manager is responsible for day‑to‑day leadership and performance management of DPS China’s national exclusive distributors, while actively supporting the design, rollout, and execution of central channel strategy.
This role operates at the intersection of strategy and execution, translating channel strategy into clear standards, processes, and actions, and ensuring disciplined, high‑quality distributor operations across all regions.
Key Responsibilities
1. National Exclusive Distributor Management
Lead the end‑to‑end management of national exclusive distributors, including:
Operational performance tracking
Business review cadence and follow‑up actions
Contractual and commercial compliance
Serve as the primary DPS China interface for assigned exclusive distributors
Ensure distributors operate in line with:
Channel strategy and operating model
Commercial policies and incentives
Governance and compliance requirements
Drive resolution of operational, commercial, or execution issues in a timely and structured manner
2. Distributor Performance & Execution Excellence
Monitor and analyze distributor performance against agreed KPIs, including:
Sales delivery and execution quality
Incentive effectiveness
Operational discipline and data accuracy
Identify performance gaps and improvement opportunities
Drive distributor action plans in partnership with Sales, Marketing, and Operations
Support consistent execution standards across regions under the exclusive model
3. Central Channel Strategy Support
Act as a core contributor to central channel strategy development, including:
Exclusive distributor model optimization
Distributor grading and segmentation logic
Incentive and commercial mechanism design
Translate strategy into:
Practical guidelines and SOPs
Clear expectations for distributors and internal teams
Support strategy roll‑out, change management, and adoption across DPS China
4. Channel Governance & Compliance Interface
Support the Channel Head in ensuring first‑line ownership of channel governance
Partner closely with:
Channel Risk & Compliance
Finance
Legal and Operations
Coordinate distributor audits, issue remediation, and follow‑up actions
Ensure risks and issues are escalated appropriately and addressed effectively
5. Cross‑Functional Coordination
Work closely with:
Sales teams on execution alignment and field issues
Marketing on channel enablement and GTM activities
Finance on incentives, claims, and settlements
Supply Chain / Operations on forecasting and fulfillment matters
Act as a connector between central strategy and frontline execution
6. Continuous Improvement & Projects
Support channel‑related projects and initiatives led by Channel Head
Contribute to improvement of:
Distributor management processes
Data transparency and reporting quality
Channel operating efficiency
Take ownership of defined workstreams or pilot initiatives as assigned
Qualifications
Education
Bachelor’s degree or above
Business, Economics, Finance, or related fields preferred
Experience
6–8 years of relevant commercial experience, with exposure to:
Distributor or channel management
National or multi‑region business operations
Experience working with exclusive distributor models strongly preferred
Prior interaction with central commercial or governance teams is an advantage
Key Capabilities & Competencies
Strong execution mindset with structured problem‑solving skills
Solid understanding of China distributor operations and commercial practices
Ability to manage complex stakeholders without formal authority
Data‑driven, detail‑oriented, and disciplined in follow‑through
Collaborative, resilient, and comfortable operating in evolving environments
Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers, internal employees contact AskGS to be directed to your accommodation resource.
#LI-Hybrid
#DePuySynthesCareers
Required Skills:
Preferred Skills:
Account Management, Business Savvy, Coaching, Commercial Awareness, Customer Analytics, Growth Marketing, Pricing Strategies, Process Improvements, Relationship Building, Sales Enablement, Sales Support, Strategic Sales Planning, Tactical Planning, Technical Credibility, Trade MarketingDePuy Synthes is recruiting for a Channel Manager, NED & Strategic Support, located in Shanghai, China.
The Channel Manager is responsible for day‑to‑day leadership and performance management of DPS China’s national exclusive distributors, while actively supporting the design, rollout, and execution of central channel strategy.
This role operates at the intersection of strategy and execution, translating channel strategy into clear standards, processes, and actions, and ensuring disciplined, high‑quality distributor operations across all regions.
Key Responsibilities
1. National Exclusive Distributor Management
Lead the end‑to‑end management of national exclusive distributors, including:
Operational performance tracking
Business review cadence and follow‑up actions
Contractual and commercial compliance
Serve as the primary DPS China interface for assigned exclusive distributors
Ensure distributors operate in line with:
Channel strategy and operating model
Commercial policies and incentives
Governance and compliance requirements
Drive resolution of operational, commercial, or execution issues in a timely and structured manner
2. Distributor Performance & Execution Excellence
Monitor and analyze distributor performance against agreed KPIs, including:
Sales delivery and execution quality
Incentive effectiveness
Operational discipline and data accuracy
Identify performance gaps and improvement opportunities
Drive distributor action plans in partnership with Sales, Marketing, and Operations
Support consistent execution standards across regions under the exclusive model
3. Central Channel Strategy Support
Act as a core contributor to central channel strategy development, including:
Exclusive distributor model optimization
Distributor grading and segmentation logic
Incentive and commercial mechanism design
Translate strategy into:
Practical guidelines and SOPs
Clear expectations for distributors and internal teams
Support strategy roll‑out, change management, and adoption across DPS China
4. Channel Governance & Compliance Interface
Support the Channel Head in ensuring first‑line ownership of channel governance
Partner closely with:
Channel Risk & Compliance
Finance
Legal and Operations
Coordinate distributor audits, issue remediation, and follow‑up actions
Ensure risks and issues are escalated appropriately and addressed effectively
5. Cross‑Functional Coordination
Work closely with:
Sales teams on execution alignment and field issues
Marketing on channel enablement and GTM activities
Finance on incentives, claims, and settlements
Supply Chain / Operations on forecasting and fulfillment matters
Act as a connector between central strategy and frontline execution
6. Continuous Improvement & Projects
Support channel‑related projects and initiatives led by Channel Head
Contribute to improvement of:
Distributor management processes
Data transparency and reporting quality
Channel operating efficiency
Take ownership of defined workstreams or pilot initiatives as assigned
Qualifications
Education
Bachelor’s degree or above
Business, Economics, Finance, or related fields preferred
Experience
6–8 years of relevant commercial experience, with exposure to:
Distributor or channel management
National or multi‑region business operations
Experience working with exclusive distributor models strongly preferred
Prior interaction with central commercial or governance teams is an advantage
Key Capabilities & Competencies
Strong execution mindset with structured problem‑solving skills
Solid understanding of China distributor operations and commercial practices
Ability to manage complex stakeholders without formal authority
Data‑driven, detail‑oriented, and disciplined in follow‑through
Collaborative, resilient, and comfortable operating in evolving environments
Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers, internal employees contact AskGS to be directed to your accommodation resource.
#LI-Hybrid
#DePuySynthesCareers
