Senior Director, US Sales

Johnson & Johnson•Irvine, CA

6d•Remote

About The Position

Johnson & Johnson is seeking a Senior Director, US Sales, Surgical Vision, to lead and grow its U.S. Surgical Vision business. This remote role is available within the United States; remote work options are considered case by case and require Company approval. The role sets sales strategy, delivers sustainable commercial performance, and achieves revenue, market-share, and profitability goals. It partners with the Surgical Vision Leadership Team to implement launches, expand customer adoption, and represent the business internally and externally. The Senior Director translates national strategy into regional and territory plans; delivers the annual business plan; and leads Regional Business Directors and field teams in execution, performance, talent development, and succession. The position establishes territory design, quotas, incentives, performance metrics, operating rhythms, and CRM, pipeline, and forecast management. It also leads commercial readiness and execution for launches and major initiatives, partnering with Finance and Commercial Operations on budgets, resource allocation, pricing support, and sales initiatives’ P&L impact. The role uses market, customer, competitive, clinical, and regulatory insights to advise senior leadership and identify growth opportunities. It spends significant time in the field with customers and teams, including site visits, OR observations, and joint customer calls. The Senior Director builds relationships with key opinion leaders and strategic accounts, supports account strategy and contracting, and serves as the primary field-commercial liaison across functions. The position requires approximately 50–75% travel.

Requirements

Bachelor’s degree required.
At least 10 years of progressive Sales and/or Marketing experience in medical devices, surgical products, or related healthcare segments.
At least 10 years of direct management experience with multi-level teams.
Proven field-sales leadership and national sales management capability, including 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.
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.

Nice To Haves

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

Responsibilities

Translate 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 ethical and compliance standards.
Conduct field 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 actions across messaging, training, service, and commercial execution.
Set measurable customer engagement expectations and hold the organization accountable for outcomes.
Build a high-performing, diverse, and inclusive culture grounded in coaching, accountability, collaboration, and development.
Ensure leaders coach direct reports, establish differentiated development plans, and support career progression.
Lead recruiting, retention, performance management, succession planning, and bench-strength development; address performance issues promptly.
Serve as the primary field-commercial liaison across 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.
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.
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 actions quickly.
Maintain effective sales operating rhythms, CRM quality, and forecast visibility for senior leadership.

Benefits

Consolidated retirement plan (pension) and savings plan (401(k)), subject to plan terms.
Eligibility to participate in the Company’s long-term incentive program.
Vacation: 120 hours per calendar year.
Sick time: 40 hours per calendar year, with different stated amounts for Colorado and Washington residents.
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, or foster care of a child.
Bereavement Leave: 240 hours for an immediate family member and 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.