Commercial Operations Senior Manager

At Johnson & Johnson,we believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented, treated, and cured,where treatments are smarter and less invasive, andsolutions 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: People Leader All Job Posting Locations: Norderstedt, Schleswig-Holstein, Germany, Umkirch, Germany Job Description: Team Lead, Commercial Operations Manager (m/f/d) — DePuy Synthes (Germany) This is a hybrid role available in Norderstedt or Umkirch, Germany (frequent business travel within the country is required) Johnson & Johnson announced plans to separate our Orthopedics business to establish a standalone orthopedics 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.

What makes our team special DePuy Synthes is characterized by a strong innovative character. Team spirit, the right mindset and an open culture are what make our team successful and satisfied. We value people with team spirit who take responsibility and move forward in an innovative and solution-oriented manner. Would you also like to help shape the future with your commitment and passionately advance big ideas? Then become part of our team!

Purpose:

We’re seeking an experienced, strategic and people‑focused leader to head the Commercial Operations team for Orthopedics in Germany. This role expands on the Commercial Operations Manager remit and combines operational ownership with team leadership, process excellence and cross‑functional influence. You will ensure consistent, compliant and commercially effective contracting, pricing and account implementation across national tenders, framework agreements and strategic accounts. You will lead a team of Commercial Operations Managers and act as the senior operational partner to Sales, Key Account Management, Pricing, Finance, Legal and other stakeholders.

Responsibilities:

• Lead, coach and develop the Commercial Operations team: set objectives, run performance reviews, create development plans, and build a high‑performing, accountable culture.
• Own the end‑to‑end governance for national tenders, framework agreements and large account roll‑outs — from commercial strategy and negotiation to implementation and ongoing account management support.
• Drive pricing governance: review and approve pricing proposals, coordinate Pricing Review Committee submissions, and ensure adherence to pricing policies and SOPs.
• Ensure quality and consistency of account documentation: validate account plans, pricing models, business cases and contract templates prior to submission or signature.
• Standardize and scale processes, templates and tools for profitability analysis, forecasting, contract lifecycle management and compliance reporting to improve speed, transparency and auditability.
• Lead cross‑functional programs and projects (e.g., consignment/Ortho‑Kit rollouts, system integrations with SAP/CRM, new contracting models) and manage the change agenda including training and stakeholder alignment.
• Act as escalation point for commercial, contractual or compliance issues and manage remediation plans with clear ownership and timelines.
• Build and maintain senior relationships with procurement organizations, hospital groups, strategic accounts and external partners; represent the company in high‑level commercial negotiations.
• Monitor commercial KPIs (revenue, margin, price/volume/mix, forecast accuracy) and translate performance insights into action plans to meet or exceed targets.
• Champion compliance and risk management: ensure local activities meet regulatory, legal and internal governance standards (e.g., HCC, CE/MDR, complaint handling) and embed compliance into everyday processes.
• Promote continuous improvement by identifying efficiency levers, implementing best practices and driving adoption of digital tools and dashboards.

Qualifications / Requirements:

Personality & mindset

• Strong leadership presence and proven ability to inspire, coach and hold teams accountable.
• Commercially ambitious yet compliant: you balance revenue/margin goals with governance and ethical operating standards.
• Pragmatic, resilient and curious—comfortable with ambiguity and iterative improvement in a fast‑moving environment.
• Collaborative mindset with strong stakeholder influencing skills across commercial and functional teams.

Experience & functional expertise

• Significant experience in Commercial Operations, Pricing, Key Account or Contract Management within MedTech/Orthopedics (typically 5+ years).
• Demonstrated track record of leading teams and delivering complex national contracts, tenders or framework agreements with hospitals and procurement groups.
• Hands‑on experience in pricing governance, business case development, margin analysis and working with review committees.
• Proven ability to design and implement scalable processes, templates and KPI frameworks.

Working style & skills

• Structured, data‑driven and results‑oriented approach; excels at translating strategy into operational priorities and plans.
• Outstanding communication and presentation skills; able to convey complex commercial arguments to clinical, procurement and executive audiences.
• Advanced Excel modelling and PowerPoint story‑telling skills; experience with SAP, CRM, data visualisation tools and sales enablement platforms is an advantage.
• Strong project management and change management capability with the ability to drive cross‑functional initiatives to completion.

Qualifications & role requirements

• Qualification: Bachelor’s or Master’s degree in Business Administration, Health Management, Industrial Engineering, Medical Technology or related field (or equivalent professional experience).
• Fluent in German and English (written and spoken).
• Willingness to travel nationally (c. 60–70%).
• Valid driving licence (Class B).

Nice‑to‑have

• Experience with performance‑based contracting, risk‑sharing models or outcome‑based reimbursement schemes.
• Knowledge of the German hospital financing and procurement landscape.
• Project management certification (PMP, PRINCE2) or certifications in contract management/pricing.

Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If, as part of your application, you would like the involvement or support of the representative body for employees with severe disabilities, please inform us during the initial contact by our Talent Acquisition team.

Equal Opportunity statement: DePuy Synthes is an employer that offers equal opportunity. We celebrate diversity and are committed to an inclusive environment for all employees.

The anticipated base pay range for this position is: €90,400.00 - €156,975.00

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.
• 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.
• 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.

At Johnson & Johnson,we believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented, treated, and cured,where treatments are smarter and less invasive, andsolutions 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