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.

…