Director, Corporate Channel Strategy

Johnson & Johnson

. 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

Posted 9/22/2026full-timeRemote • California • United StatesLead💰 $150,000 - $258,750 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing corporate channel strategies, pricing architecture, and commercial initiatives within the medical device industry. Proven ability to lead cross-functional teams, engage senior executives, and drive performance through analytics and market intelligence.

Highest-signal resume keywords

Corporate Channel Strategy DevelopmentPricing and Contracting StrategiesSenior Executive EngagementFinancial and Analytical CapabilitiesComplex Negotiation Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Commercial StrategyPricing ArchitectureContract ComplianceMarket IntelligenceData AnalysisOphthalmology ExperienceEnterprise AgreementsChannel-Specific TrainingPerformance ScorecardsCustomer Economics

Soft Skills

Executive CommunicationPresentation SkillsNegotiation SkillsInfluencing SkillsTeam Development

Certifications & Qualifications

Bachelor's DegreeMBA or Advanced Business Degree

Industry Keywords

Medical Device IndustryNational AccountsGPOsIDNsCorporate ASCsPrivate Equity PlatformsCommercial OperationsSales LeadershipHealthcare OrganizationsCapital Equipment

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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