Senior Director, US Sales

Johnson & Johnson Innovative Medicine•Irvine, CA

7d•$178,000 - $307,050•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. The role sets sales strategy, drives sustainable commercial performance, and delivers revenue, market-share, and profitability goals. It translates national strategy into regional and territory plans; leads sales execution, customer adoption, launches, and commercial initiatives; and partners with the Surgical Vision Leadership Team and cross-functional stakeholders. This is a remote role available within the United States. Remote work options are considered case by case and require Company approval. The role oversees Regional Business Directors and field teams, setting expectations for execution, performance, talent development, and succession. It establishes territory design, quotas, incentives, performance measures, operating rhythms, and CRM, pipeline, and forecast management. The Senior Director also supports budgets, resource allocation, pricing, and sales initiatives’ P&L impact, while using market, customer, competitive, clinical, and regulatory insights to advise senior leadership and identify growth opportunities. The position requires substantial customer and field engagement, including site visits, OR observations, and joint customer calls. It builds relationships with key opinion leaders, strategic accounts, group purchasing organizations, ASCs, hospitals, and other decision-makers, and supports account strategy, negotiations, and contracting in partnership with Legal and Contracting teams. The role also leads recruiting, retention, performance management, succession planning, and development of a high-performing, diverse, and inclusive organization. The Senior Director serves as the primary field-commercial liaison across Marketing, Professional Education, Sales Training, Commercial Operations, Medical Affairs, Regulatory, Supply Chain, and Finance. It aligns value messaging, clinical education, promotional strategy, launch execution, customer support, and compliance; monitors sales KPIs; and applies sales-force effectiveness and analytics to improve territory coverage, resources, pricing support, and promotional tactics. The role represents the business at customer, advisory, industry, and scientific forums while upholding ethical and compliance standards.

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 sales-force effectiveness and 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 a 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 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 high standards of ethics and compliance.
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.
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 across experience levels.
Lead recruiting, retention, performance management, succession planning, and bench-strength development; address performance issues directly and promptly.
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.
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 action quickly.
Maintain well-adapted sales operating rhythms, CRM quality, and forecast visibility for senior leadership.

Benefits

Company consolidated retirement plan (pension) and savings plan (401(k)), subject to plan terms.
Eligibility to participate in the long-term incentive program.
Vacation: 120 hours per calendar year, subject to applicable policies and date of hire.
Sick time: 40 hours per calendar year, with different amounts for employees residing in Colorado or Washington, subject to applicable policies.
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.