Director, Corporate Channel Strategy

This is a fully remote position, open to applicants in California.

📋 Description

• Develop and spearhead the corporate channel strategy for the U.S. across key customer segments.

• Create unique commercial strategies informed by channel economics, purchasing behaviors, decision-making structures, and growth prospects.

• Collaborate with Sales leadership to transform strategies into actionable field execution.

• Evaluate market consolidation, customer evolution, competitive dynamics, and new business models.

• Direct channel-specific pricing and contracting strategies in conjunction with Pricing, Finance, Contracting, Legal/HCC, and Commercial Operations.

• Establish pricing frameworks, safeguards, and value propositions for each channel.

• Foster consistency and rigor in enterprise contracting while minimizing unnecessary pricing discrepancies.

• Ensure enterprise agreements yield incremental revenue, market presence, portfolio penetration, and profitability.

• Guide contracting strategies based on the portfolio, including One Deal and equipment/capital solutions.

• Cultivate and sustain senior executive relationships with strategically significant customers.

• Lead or take part in major enterprise negotiations, strategic business reviews, and partnership discussions.

• Convert customer financial, operational, and clinical priorities into broader J&J Surgical Vision solutions.

• Maintain performance visibility across enterprise channels and set organizational performance expectations.

• Create channel scorecards that encompass revenue, market share, account penetration, pricing, portfolio mix, contract compliance, agreement performance, capital pull-through, retention, conversions, forecast accuracy, and strategic execution.

• Utilize analytics and market intelligence to pinpoint performance gaps and reallocate resources as necessary.

• Transform enterprise agreements and channel strategies into implementable field plans.

• Collaborate 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 activities.

• Partner with Sales Training to provide channel-specific training, business acumen, contracting skills, and customer engagement techniques.

• Lead and develop the Enterprise Channel organization with defined ownership and accountability.

• Foster a General Manager mindset among channel leaders.

• Conduct weekly priority-account reviews, monthly channel performance reviews, and quarterly strategic business reviews.

• Invest in talent development and succession planning capabilities.

• Act as the 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 distribution.

• Represent the needs of enterprise customers and channels in discussions among U.S. Commercial leadership.

⛳️ Requirements

• A Bachelor's degree is required; an MBA or other advanced business degree is preferred.

• A minimum of 10 years of progressive experience in the medical device industry is required.

• Prior experience in sales, marketing, and Corporate Accounts is essential.

• Proven experience in leading complex commercial initiatives across multiple functions.

• A solid understanding of pricing, contracting, customer economics, and commercial strategy is necessary.

• Experience engaging with senior customer executives and navigating complex healthcare organizations is vital.

• Proven ability to lead and influence within a highly matrixed organization.

• Strong financial and analytical skills with a demonstrated ability to translate data into commercial action.

• Excellent executive communication, presentation, and negotiation skills are required.

• Willingness to travel nationally based on customer and business needs (50% travel).

• 3-5 years of experience in ophthalmology is strongly preferred.

• Experience leading or supporting national accounts, GPOs, IDNs/health systems, corporate ASCs, private equity platforms, or other complex enterprise customers is desirable.

• Experience in developing channel-specific pricing and contracting strategies is necessary.

• Experience managing large, complex customer negotiations and enterprise agreements is essential.

• Experience with capital equipment and disposable/consumable medical devices is preferred.

• A background in building or transforming commercial organizations and developing high-performing teams is advantageous.

🏝️ 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 is available through the Company benefits program.