Director - Commercial Channel

Job Summary

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.
They also play 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.
Duties & 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.
Experience and Education

Bachelor’s degree required.
Master’s degree or MBA preferred.
10–12 years of relevant business experience, preferably within MedTech, medical device, surgical, or healthcare industry.
Customer management, financial budget management, business model development, project management, influence management, business acumen, analytical skills, strong communication skills, and 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.
Knowledge, Skills, Abilities, Certifications & Affiliations

Connected business planning, IBP demand renewal, 5‑year rolling forecast development.
Risk and opportunity management, countermeasure development.
Willingness to travel globally as required.
Required Skills

Brand positioning strategy
Commercial awareness
Competitive landscape analysis
Cross‑functional collaboration
Customer intelligence
Data analysis
Developing others
Execution focus
Financial analysis
Inclusive leadership
Leadership
Marketing policies and procedures
Market research
Market savvy
Operations management
Performance measurement
Program management
Sales channels
Technologically savvy
Trade marketing
Preferred Skills

Brand positioning strategy
Commercial awareness
Competitive landscape analysis
Cross‑functional collaboration
Customer intelligence
Data analysis
Developing others
Execution focus
Financial analysis
Inclusive leadership
Leadership
Marketing policies and procedures
Market research
Market savvy
Operations management
Performance measurement
Program management
Sales channels
Technologically savvy
Trade marketing
Base Salary and Bonus

The anticipated base pay range for this position is $150,000.00 – $258,750.00. The position is eligible for a cash performance bonus in accordance with the applicable plan.
Benefits Summary

Medical, dental, vision, life insurance, short‑ and long‑term disability, business accident insurance, and group legal insurance.
Long‑term incentive program.
Consolidated retirement plan (pension) and savings plan (401(k)).
Vacation – up to 120 hours per calendar year.
Sick time – up to 40 hours per calendar year (up to 56 hours per calendar year for employees residing in Washington).
Holiday pay, including floating holidays – up to 13 days per calendar year.
Work, personal and family time – up to 40 hours per calendar year.
Equal Opportunity Employer

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status, or other characteristics protected under federal, state, or local law. Johnson & Johnson is committed to providing an interview process that is inclusive of applicants’ needs. If you have a disability and would like to request an accommodation, you may contact the company using the appropriate accommodation resources.

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