Full Job Description
Job Function:
MedTech Sales
Job Sub Function:
Multi-Family MedTech Sales (No Commission)
Job Category:
People Leader
All Job Posting Locations:
Irvine, California, United States of America, Remote (US)
Job Description:
Title: Sr. Director, RO Commercialization
Location: Remote - Frequent Travel required
Position Summary
Reporting to the VP, Cardiac Imaging, you will lead the commercial organization responsible for commercializing and scaling RPO(reprocessing) products and services across the company's operating companies and franchises. Own commercial strategy and go-to-market execution for current and new RPO offerings, including sustainability programs, customer targeting and pipeline management, product launches, pricing, and partner development. Drive adoption of an RPO model shift to support growth, improve margins, and position the company as the provider of choice for reprocessing solutions.
Key Responsibilities:
• Define and lead the RPO commercialization strategy across operating
companies/franchises to achieve annual revenue, margin and sustainability
targets.
• Build and manage a high-performing commercial organization (product
marketing, launch management, commercial operations, customer service) to
execute sales and marketing plans.
• Own customer targeting, pipeline development and conversion strategies;
partner closely with Field Sales to drive territory plans and attainment.
• Develop and implement marketing programs, sales tools and product positioning
to support regional and national sales needs.
• Lead all new product introductions for RPO-related products and services:
market analysis, business case development ($sales, profitability, ROI/NPV),
pricing strategy, launch planning and performance measurement.
• Create robust product lifecycle plans including portfolio rationalization,
competitive analysis, pricing, and end-of-life strategies.
• Develop, maintain, and operationalize the overall RPO portfolio pricing strategy
and pricing matrix.
• Establish and track commercial KPIs and dashboards (revenue, margin, pipeline
health, product adoption, contract renewals, customer satisfaction, sustainability
metrics).
• Collaborate cross-functionally with R&D, Quality, Regulatory Affairs, Supply
Chain, Finance and Legal to ensure compliant and executable product plans.
• Drive strategic partnerships and third-party vendor relationships to expand
capabilities and reach.
• Oversee national/regional contract negotiations and key account management
where applicable.
• Hire, develop and retain talent; model and reinforce company values and
safety/compliance expectations.
• Ensure compliance with all relevant laws, regulations and company policies
(health, safety, quality).
• Communicate business performance, risks and opportunities to senior
leadership.
Leadership & Collaboration:
• Lead cross-franchise alignment (multiple operating companies) to develop joint
forecasting, go-to-market plans, and integrated commercialization activities.
• Establish and chair a strategic advisory group (internal/external stakeholders) to
guide long-term RPO initiatives and alignment.
• Serve as the commercial sponsor for RPO content across internal training and
customer-facing events.
Success Metrics (examples)
• Year-over-year revenue and margin growth for RPO products/services.
• On-time, on-budget execution and adoption rates for new product launches.
• Pipeline-to-order conversion rate and average deal size growth.
• Contract renewal/retention rate and net promoter/customer satisfaction scores.
• Measurable sustainability outcomes tied to RPO programs.
• Employee engagement and retention in the commercial organization.
Experience & Education:
• Bachelor's degree required; advanced degree (MBA or equivalent) preferred.
• 15+ years in product marketing, product commercialization, or sales leadership;
experience managing large, cross-functional teams.
• Prior experience in medical device, healthcare services, or related regulated
industries strongly preferred.
• Demonstrated track record of launching products, leading key account contract
negotiations, and building commercial programs that delivered measurable
growth.
Required Skills & Competencies:
• Strategic thinker with the ability to simplify complexity and operationalize
strategy.
• Strong commercial and financial acumen; experience building business cases
(ROI/NPV) and setting pricing strategies.
• Excellent cross-functional influence and stakeholder management skills at senior
levels across various business lines ( R&D, Commercial, Supply Chain, etc.)
• Proven ability to develop key opinion leader and clinical relationships to support
product development and adoption.
• Data-driven decision-making and comfort with forecasting and performance
dashboards.
• Strong communication and presentation skills, with ability to engage internal and
external audiences.
• Experience with contract negotiations and vendor/partner management.
Scope & Travel:
• Expected travel up to 50% (customer-facing and regular onsite visits to core RPO
operations center).
• Role spans multiple franchises/operating companies and has broad cross-
functional interaction.
Compliance & safety
• Responsible for ensuring personal and team adherence to all applicable federal,
state and local laws and company policies.
• Promote and enforce safe work practices and ensure team training requirements
are completed
Required Skills:
Preferred Skills:
Developing Others, Incentive Policy, Procedures, and Quotas, Inclusive Leadership, Innovation, Leadership, Market Expansion, Medicines and Device Development and Regulation, Performance Measurement, Relationship Building, Representing, Sales, Sales Presentations, Sales Training, Strategic Sales Planning, Succession Planning, Sustainable Procurement, Tactical Planning, Vendor Selection
The anticipated base pay range for this position is :
$178,000.00 - $307,050.00
Additional Description for Pay Transparency:
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
