[Hiring] Senior Director, US Sales @Johnson & Johnson Innovative Medicine

Role 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.
• Partnering across Surgical Vision Leadership Team to implement launches, expand customer adoption, and represent the business internally and externally.

Additional responsibilities include:

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

Customer-Centric Leadership:

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

Leadership & People Development:

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

Cross-Functional Partnership:

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

External Engagement & Key Account Management:

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

Operational Excellence & Analytics:

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

Qualifications

• 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.

Requirements

• 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.

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 period.
• Volunteer Leave – 32 hours per calendar year.
• Military Spouse Time-Off – 80 hours per calendar year.