Senior Director, RPO Commercialization

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

📋 Description

• Lead the commercial team responsible for the commercialization and scaling of RPO reprocessing products and services across operating companies and franchises.

• Own the commercial strategy and execution of go-to-market plans for both existing and new RPO offerings.

• Spearhead sustainability initiatives, customer targeting, pipeline management, product launches, pricing strategies, and partner development.

• Promote the adoption of the RPO model to facilitate growth, enhance margins, and establish the company as the preferred provider of reprocessing solutions.

• Define the commercialization strategy aimed at achieving annual revenue, margin, and sustainability objectives.

• Build and manage a commercial organization that encompasses product marketing, launch management, commercial operations, and customer service.

• Take charge of customer targeting, pipeline development, and conversion strategies in collaboration with Field Sales.

• Create marketing programs, sales tools, and product positioning tailored for regional and national sales requirements.

• Lead the introduction of new products, including market analysis, business case development, pricing, launch planning, and performance assessment.

• Formulate product lifecycle plans that include portfolio rationalization, competitive analysis, pricing, and end-of-life strategies.

• Develop and implement the RPO portfolio pricing strategy and pricing matrix.

• Establish and monitor commercial KPIs and dashboards.

• Collaborate with R&D, Quality, Regulatory Affairs, Supply Chain, Finance, and Legal teams.

• Cultivate strategic partnerships and manage relationships with third-party vendors.

• Oversee national and regional contract negotiations along with key account management.

• Recruit, develop, and retain talent while upholding company values and safety/compliance standards.

• Communicate business performance, risks, and opportunities to senior leadership.

• Facilitate cross-franchise alignment and integrated commercialization efforts.

• Establish and lead a strategic advisory group.

• Act as the commercial sponsor for RPO content during internal training and customer-facing events.

• Ensure compliance with relevant laws and company policies for both yourself and your team.

• Advocate for safe work practices and confirm completion of necessary team training requirements.

⛳️ Requirements

• Bachelor’s degree is mandatory.

• 15+ years of experience in product marketing, product commercialization, or sales leadership.

• Proven experience managing large, cross-functional teams.

• Previous experience in the medical device, healthcare services, or other regulated industries is highly desirable.

• A demonstrated history of successfully launching products.

• Experience in leading contract negotiations with key accounts.

• Proven ability to create commercial programs that yield measurable growth.

• Strong strategic thinking skills with the capability to simplify complexity and translate strategy into operational plans.

• Excellent commercial and financial acumen.

• Proficient in developing business cases utilizing ROI/NPV analysis.

• Experience in formulating pricing strategies.

• Ability to influence and manage stakeholders at a senior level across R&D, Commercial, Supply Chain, and related fields.

• Capability to cultivate relationships with key opinion leaders and clinical stakeholders.

• Data-driven decision-making skills with a comfort level in forecasting and using performance dashboards.

• Strong communication and presentation abilities.

• Familiarity with contract negotiations and vendor/partner management.

• Willingness to travel up to 50% of the time.

• Commitment to ensuring compliance with applicable laws, regulations, and company policies.

• An advanced degree (MBA or equivalent) is preferred.

🏝️ Benefits

• Vacation – 120 hours per calendar year.

• Sick time – 40 hours per calendar year; 48 hours per calendar year for employees based in Colorado; 56 hours per calendar year for employees based in Washington.

• 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.

• Information on employee benefits is available through Johnson & Johnson’s employee benefits program.