Director, Corporate Channel Strategy

Job not on LinkedIn

🔥 38 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $150k - $258.8k / year

⏰ Full Time

🔴 Lead

👔 Director

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Johnson & Johnson

WebsiteLinkedInAll Job Openings

10,000+ employees

🏥 Healthcare

💊 Pharmaceuticals

🧬 Biotechnology

Healthcare • Pharmaceuticals • Biotechnology

<Johnson & Johnson> is a global healthcare company that researches, develops, manufactures and markets pharmaceuticals, medical devices and consumer health products. The company focuses on innovative medicines and therapies across oncology, immunology, neuroscience and cardiopulmonary areas, and develops MedTech solutions in cardiovascular, orthopaedics, surgery and vision. Johnson & Johnson also engages in health & wellness education, large-scale manufacturing, investor activities and global social-impact initiatives.

📋 Description

• Develop and lead the U.S. corporate channel strategy across priority customer segments • Establish differentiated commercial strategies based on channel economics, purchasing behaviors, decision structures and growth opportunities • Work with Sales leadership to translate strategies into field execution • Assess market consolidation, customer evolution, competitive activity and emerging business models • Lead channel-specific pricing and contracting strategies with Pricing, Finance, Contracting, Legal/HCC and Commercial Operations • Establish pricing architecture, guardrails and value propositions for each channel • Drive consistency and discipline in enterprise contracting and reduce unnecessary pricing variation • Ensure enterprise agreements generate incremental revenue, market share, portfolio penetration and profitability • Guide portfolio-based contracting strategies, including One Deal and equipment/capital solutions • Develop and maintain senior executive relationships with strategically important customers • Lead or participate in major enterprise negotiations, strategic business reviews and partnership discussions • Translate customer financial, operational and clinical priorities into broader J&J Surgical Vision solutions • Own performance visibility across enterprise channels and establish organizational performance expectations • Develop channel scorecards covering revenue, market share, account penetration, pricing, portfolio mix, contract compliance, agreement performance, capital pull-through, retention, conversions, forecast accuracy and strategic execution • Use analytics and market intelligence to identify performance gaps and redirect resources • Translate enterprise agreements and channel strategies into executable field plans • Partner with sales leadership, District Business Managers and Account Executives on targeting, value propositions, contract positioning, decision makers and portfolio expansion • Establish regular field engagement and customer-facing activity • Partner with Sales Training on channel-specific training, business acumen, contracting competency and customer engagement • Lead and develop the Enterprise Channel organization with clear ownership and accountability • Establish a General Manager mindset among channel leaders • Establish weekly priority-account reviews, monthly channel performance reviews and quarterly strategic business reviews • Develop talent and succession capability • Serve as commercial quarterback across Sales, Marketing, Finance, Pricing, Contracting, Commercial Operations, Capital, Professional Education, Supply Chain and other partners • Align channel priorities, customer strategies, pricing decisions and resource allocation • Represent enterprise customer and channel needs in U.S. Commercial leadership discussions

🎯 Requirements

• Bachelor's degree required; MBA or other advanced business degree preferred • 10+ years of progressive medical device industry experience required • Prior experience spanning sales, marketing and Corporate Accounts • Demonstrated experience leading complex commercial initiatives across multiple functions • Demonstrated understanding of pricing, contracting, customer economics and commercial strategy • Experience engaging senior customer executives and navigating complex healthcare organizations • Demonstrated ability to lead and influence in a highly matrixed organization • Strong financial and analytical capabilities with demonstrated ability to translate data into commercial action • Strong executive communication, presentation and negotiation capabilities • Ability and willingness to travel nationally based upon customer and business requirements (50% travel) • 3-5+ years of ophthalmology experience strongly preferred • Experience leading or supporting national accounts, GPOs, IDNs/health systems, corporate ASCs, private equity platforms or other complex enterprise customers • Experience developing channel-specific pricing and contracting strategies • Experience managing large, complex customer negotiations and enterprise agreements • Capital equipment and disposable/consumable medical-device experience preferred • Experience building or transforming commercial organizations and developing high-performing teams

🏖️ Benefits

• Pension plan • 401(k) savings plan • Vacation – 120 hours per calendar year • Sick time – 40 hours per calendar year; 48 hours for Colorado employees; 56 hours for Washington employees • 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 • Employee benefits information available through the Company benefits program