Senior Director, US Sales

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

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:

Johnson & Johnson is currently seeking the best talent for a Senior Director - US Sales, Surgical Vision. This is a remote role available within the United States and remote work options will be considered on a case-by-case basis and if approved by the Company.

The Senior Director, US Sales will lead and grow the U.S. Surgical Vision business by setting sales strategy, delivering sustainable commercial performance, and achieving revenue, share, and profitability goals. Partner across Surgical Vision Leadership Team to implement launches, expand customer adoption, and represent the business internally and externally. Additional responsibilities include:

• Translate the national strategy into executable regional and territory plans aligned with the broader Surgical Vision business strategy.
• Deliver the annual business plan, including sales, market share, profitability, product mix, and customer penetration targets.
• Lead, coach, and hold Regional Business Directors and field teams accountable for execution, performance, talent development, and succession.
• Establish territory design, quotas, incentives, performance metrics, operating rhythms, and focused CRM, pipeline, and forecast management.
• Lead commercial readiness and execution for product launches and major initiatives, including field training, customer education, market access, and launch metrics.
• Partner with Finance and Commercial Operations on budgets, resource allocation, pricing support, and the P&L impact of sales initiatives.
• Use market, customer, competitive, clinical, and regulatory insights to advise senior leadership and identify channel, partnership, and portfolio growth opportunities.
• Represent the business at key customer, advisory, industry, and scientific forums while maintaining the highest standards of ethics and compliance.

Customer-Centric Leadership

• Spend significant time in the field through site visits, OR observations, and joint customer calls to understand clinical workflows, purchasing drivers, and adoption barriers.
• Model field engagement for regional leaders and translate customer insights into prioritized actions across messaging, training, service, and commercial execution.
• Set measurable customer engagement expectations and hold the organization accountable for outcomes.

Leadership & People Development

• Build a high-performing, diverse, and inclusive culture grounded in coaching, accountability, collaboration, and development.
• Ensure leaders actively coach direct reports, establish differentiated development plans, and support career progression across experience levels.
• Lead recruiting, retention, performance management, succession planning, and bench-strength development; address performance issues directly and promptly.

Cross-Functional Partnership

• Serve as the primary field-commercial liaison across global and regional Marketing, Professional Education, Sales Training, Commercial Operations, Medical Affairs, Regulatory, Supply Chain, and Finance.
• Align value messaging, clinical education, promotional strategy, launch execution, customer support, and compliance requirements across functions.

External Engagement & Key Account Management

• Build relationships with key opinion leaders, strategic accounts, group purchasing organizations, ASCs, hospitals, and other decision-makers.
• Support account strategy, negotiations, and contracting in partnership with Legal and Contracting teams.

Operational Excellence & Analytics

• Apply sales-force effectiveness and analytics to optimize territory coverage, resources, pricing support, and promotional tactics.
• Monitor KPIs—including attainment, pipeline conversion, customer penetration, and product mix—and implement corrective action quickly.
• Maintain well-adapted sales operating rhythms, CRM quality, and forecast visibility for senior leadership.

Qualifications / Requirements

• Bachelor’s degree required; MBA or advanced degree preferred.
• At least 10 years of progressive Sales and/or Marketing experience in medical devices, surgical products, or related healthcare segments, plus 10 years of direct management experience with multi-level teams.
• Proven field-sales leadership and national sales management capability, with success delivering product launches, go-to-market plans, and commercial execution.
• Strong analytical capability and proficiency with SFE/CRM systems, forecasting, sales analytics, and performance management.
• Exceptional communication, influence, change leadership, and talent-development skills, including experience leading teams with varied tenure and making difficult personnel decisions when needed.
• Ability and willingness to travel approximately 50–75% and spend significant time with customers and field teams.

Preferred / Distinguishing Attributes

• Deep understanding of ophthalmology or surgical-device markets.
• Track record of building strong culture and developing leaders.
• Experience with ASCs, hospitals, complex contracting, portfolio rationalization.

About MedTech Surgery

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 surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting.

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

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 and 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, please email the Employee Health Support Center ([email protected]) or contact AskGS to be directed to your accommodation resource.

#LI-Hybrid

#LI-Remote

Required Skills:

Preferred Skills:

Account Management, Alliance Formation, Business Case Modeling, 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, Strategic Thinking, Sustainable Procurement, 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 plans, employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
This position is eligible to participate in the Company’s long-term incentive program.
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