Job Function:
MedTech Sales
Job Sub Function:
Key Account Management – MedTech (No Commission)
Job Category:
People Leader
All Job Posting Locations:
Irvine, California, United States of America, Remote (US)
Job Description:
About Vision
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 vision treatments? Ready to join a team that’s reimagining how vision is improved? Our Vision team solves the toughest health challenges. Help combine cutting-edge insights, science, technology, and people to encourage eye care professionals and patients to proactively protect, correct and enhance healthy sight for life. Our products and services address these needs – from the pediatric to aging eye – in a patient’s lifetime.
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 a Director, Corporate Channel Strategy to join our US J&J Surgical Vision team. This position is remote based in the US.
A pre-identified candidate for consideration has been identified. However, all applications will be considered.
Purpose:
The Director, Corporate Channel Strategy is a senior commercial leadership role responsible for developing and executing the U.S. corporate channel strategy across Johnson & Johnson Surgical Vision's increasingly complex customer landscape.
The Director will lead the Corporate Channel organization and work closely with U.S. Sales Leadership, Marketing, Finance, Pricing, Contracting, Commercial Operations, Capital, Professional Education and other business partners to ensure enterprise strategies translate into measurable field execution.
This leader must combine the strategic capabilities of a commercial leader with the practical execution mindset of a sales leader. Success will require strong customer engagement, commercial and financial acumen, experience navigating complex contracting environments, and the ability to lead across a highly matrixed organization.
You will be responsible for:
Enterprise channel strategy
- Develop and lead the U.S. corporate channel strategy across priority customer segments, including corporate and strategic ASC platforms; GPOs, hospitals, health systems and IDNs; private equity and consolidator organizations; independent and emerging channels; government and other strategically important customer segments.
- Establish differentiated commercial strategies based on the economics, purchasing behaviors, decision structures and growth opportunities within each channel.
- Work with Sales leadership to pull these strategies through to execution at field level.
- Continuously assess market consolidation, customer evolution, competitive activity and emerging business models to identify new opportunities and risks.
Pricing & contracting strategy
- Lead the development of channel-specific pricing and contracting strategies in partnership with Pricing, Finance, Contracting, Legal/HCC and Commercial Operations.
- Establish clear pricing architecture, guardrails and value propositions appropriate for each channel.
- Drive greater consistency and discipline in enterprise contracting while reducing unnecessary pricing variation and ad hoc agreements.
- Ensure enterprise agreements translate into measurable incremental revenue, market share, portfolio penetration and profitability.
- Guide the continued evolution and appropriate application of portfolio-based contracting strategies, including One Deal and equipment/capital solutions.
Enterprise customer leadership
- Develop and maintain senior executive relationships with strategically important customers.
- Lead or participate in major enterprise negotiations, strategic business reviews and partnership discussions.
- Understand customer financial, operational and clinical priorities and translate those needs into broader J&J Surgical Vision solutions.
- Move customer conversations beyond individual product transactions toward long-term enterprise partnerships.
Commercial performance & accountability
- Own performance visibility across enterprise channels and establish clear performance expectations for the organization.
- Develop channel scorecards measuring revenue versus business plan and prior year; market share and account penetration; pricing and ASP performance; premium portfolio mix; contract compliance and utilization; enterprise agreement performance; capital and portfolio pull-through; customer retention and competitive conversions; forecast accuracy; and strategic initiative execution.
- Use analytics and market intelligence to identify performance gaps and redirect resources toward the highest-value opportunities.
Field activation & commercial execution
- Translate enterprise agreements and channel strategies into executable field plans.
- Partner closely with sales leadership, District Business Managers and Account Executives so the organization understands which customers to target, the value proposition for each channel, how contracts should be positioned, how to navigate customer decision makers, and how to expand portfolio penetration after an agreement is signed.
- Establish regular field engagement and customer-facing activity to ensure enterprise strategy remains connected to marketplace realities.
- Partner with Sales Training to develop channel-specific training, business acumen, contracting competency and customer-engagement capabilities throughout the organization.
Corporate channel team leadership
- Lead and develop the Enterprise Channel organization, establishing clear ownership and accountability by channel.
- Create a General Manager mindset among channel leaders in which each leader understands and is accountable for commercial performance, customer strategy and execution within the assigned channel.
- Establish operating rhythms including weekly priority-account reviews, monthly channel performance reviews and quarterly strategic business reviews.
- Develop talent and build succession capability across the enterprise organization.
Cross-functional leadership
- Serve as the commercial quarterback across Sales, Marketing, Finance, Pricing, Contracting, Commercial Operations, Capital, Professional Education, Supply Chain and other business partners.
- Create alignment around channel priorities, customer strategies, pricing decisions and resource allocation.
- Influence effectively across functions without relying solely on direct reporting relationships.
- Represent enterprise customer and channel needs within U.S. Commercial leadership discussions.
Qualifications
Required qualifications
- Bachelor's degree required; MBA or other advanced business degree preferred.
- 10+ years of progressive medical device industry experience required.
- Prior experience spanning sales, marketing and Corporate Accounts.
- Demonstrated experience leading complex commercial initiatives across multiple functions.
- Demonstrated understanding of pricing, contracting, customer economics and commercial strategy.
- Experience engaging senior customer executives and navigating complex healthcare organizations.
- Demonstrated ability to lead and influence in a highly matrixed organization.
- Strong financial and analytical capabilities with demonstrated ability to translate data into commercial action.
- Strong executive communication, presentation and negotiation capabilities.
- Ability and willingness to travel nationally based upon customer and business requirements. (50% travel)
Preferred qualifications
- 3-5+ years of ophthalmology experience strongly preferred.
- Experience leading or supporting national accounts, GPOs, IDNs/health systems, corporate ASCs, private equity platforms or other complex enterprise customers.
- Experience developing channel-specific pricing and contracting strategies.
- Experience managing large, complex customer negotiations and enterprise agreements.
- Capital equipment and disposable/consumable medical-device experience preferred.
- Experience building or transforming commercial organizations and developing high-performing teams.
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Required Skills:
Preferred Skills:
Account Management, Alliance Formation, Commercial Awareness, Customer Centricity, Customer Experience Management, Developing Others, Inclusive Leadership, Interpersonal Influence, Leadership, Market Savvy, Medical Technology, Personalized Services, Revenue Management, Solutions Selling, Stakeholder Engagement, Strategic Sales Planning, Sustainable Procurement, Vendor Selection
The anticipated base pay range for this position is :
$150,000.00 - $258,750.00
Additional Description for Pay Transparency:
Subject to the terms of their respective plans, employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits:
Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
Holiday pay, including Floating Holidays –13 days per calendar year
Work, Personal and Family Time - up to 40 hours per calendar year
Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year
Caregiver Leave – 80 hours in a 52-week rolling period10 days
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year
For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits
