Director - Commercial Channel
About The Position
Johnson & Johnson MedTech Surgery is currently seeking a Director - Commercial Channel to join our MedTech Surgery business. This is a field-based role available in all states within the United States. The Director - Commercial Channel leads strategic channel growth across key distributor, kit packer, and third-party commercial partners by developing market strategies, joint business plans, and execution programs that expand demand and adoption of the JJMT Surgery portfolio. This role serves as a cross-functional commercial leader, partnering with Sales, Marketing, Finance, Demand Planning, Strategic Accounts, Healthcare Systems, and external partners to translate market insights, distributor capabilities, and business performance drivers into aligned growth priorities. The position also plays a critical role in connected business planning by supporting monthly Integrated Business Plan (IBP) demand renewal, maintaining the 5-year rolling commercial forecast, identifying risks and opportunities, and developing countermeasures to close gaps and inform Executive IBP/MBR and Mid-Term Plan planning decisions.
Requirements
- Bachelor’s Degree required.
- A minimum of 10- 12 years relevant business experience is required, preferably within the MedTech, medical device, surgical, or healthcare industry
- Customer Management
- Financial Budget Management
- Business Model Development
- Project Management
- Influence Management
- Business Presence and Acumen
- Analytical Skills
- Strong Communication Skills
- Cross-Functional Collaboration with Marketing, Finance, and Demand Planning.
- Computer knowledge with Outlook, Word, PowerPoint, Excel, and B2B tools
- Shared live-file management with disciplined version control
- Confidentiality practices
- Connected Business Planning
- IBP Demand Renewal
- 5-Year Rolling Forecast Development
- Risk and Opportunity Management
- Countermeasure Development
- Willingness to travel globally as required
Nice To Haves
- MBA or master's degree preferred.
Responsibilities
- Lead commercial channel strategy for key distributor partners, kit packers, and third-party commercial organizations, ensuring joint business plans, account priorities, and execution plans deliver growth, share expansion, and commercial targets across acute and out-of-hospital markets.
- Own the account management process for designated distributors, including executive engagement, business reviews, performance tracking, and cross-functional coordination with Sales, Marketing, Finance, Contracting, Vendor Relations, Supply Chain, and external partners.
- Drive connected business planning by participating in the monthly IBP 24-month demand renewal process, maintaining channel inputs in the live planning file, and translating demand signals, assumptions, risks, and opportunities into clear commercial actions.
- Maintain and update the 5-year rolling commercial forecast in partnership with Marketing, Finance, and Demand Planning, ensuring readiness for Executive IBP/MBR reviews and MTP discussions.
- Identify and quantify risks and opportunities across channel, acute, and out-of-hospital markets; develop countermeasures to close gaps, mitigate risks, accelerate demand generation, and support sustained portfolio adoption.
- Develop and deploy market development, portfolio, launch, contracting, pricing, and incentive strategies that support targeted product adoption, distributor engagement, new channel opportunities, and accelerated growth.
- Define success metrics for channel programs and third-party partnerships, monitor performance against targets, and ensure confidential planning content is accurate, current, and aligned with archived monthly Executive IBP/MBR versions.
Benefits
- medical
- dental
- vision
- life insurance
- short- and long-term disability
- business accident insurance
- group legal insurance
- Company’s consolidated retirement plan (pension)
- savings plan (401(k))
- Company’s long-term incentive program
- Vacation – up to 120 hours per calendar year
- Sick time - up to 40 hours per calendar year (up to 56 hours for Washington State employees)
- Holiday pay, including Floating Holidays – up to 13 days per calendar year
- Work, Personal and Family Time - up to 40 hours per calendar year
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What This Job Offers
Job Type
Full-time
Career Level
Director
