Manager, Commercial Performance
Job description
At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com
As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.
Job Function:
Sales Enablement
Job Sub Function:
Contract Administration and Management
Job Category:
Professional
All Job Posting Locations:
Cincinnati, Ohio, United States of America, Raritan, New Jersey, United States of America, Santa Clara, California, United States of America
Job Description:
Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.
Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease, and cancer. Patients are waiting.
Your unique talents will help patients on their journey to wellness. Learn more at Johnson & Johnson MedTech.
We are searching for the best talent for a Manager, Commercial Performance to be based in Santa Clara, CA, with consideration for Cincinnati, OH or Raritan, NJ. This role will require onsite presence 3 days per week with remote flexibility 2 days per week.
Purpose
The Manager, Commercial Performance is responsible for ensuring that executed customer agreements deliver their intended financial and strategic value. This role focuses on post-contract performance management, including utilization, revenue realization, compliance to deal terms, and billing alignment.
This individual partners closely with Sales, Finance, and Operations to monitor deal performance, identify gaps between contracted expectations and actual usage, and take action to drive customer adherence and optimize outcomes.
You will be responsible for:
Commercial Performance Monitoring
Track performance of executed agreements against contracted terms, including utilization, procedure volumes, and financial commitments.
Monitor adoption of systems ˙ models.
Identify underperformance, revenue leakage, or deviations from expected deal outcomes.
Revenue Realization & Billing Alignment
Partner with Finance and Billing teams to ensure accurate and timely invoicing aligned to contract terms.
Validate that billing structures (e.g., per procedure, subscription, capital agreements) are correctly applied.
Identify and resolve gaps between contracted pricing and billed revenue.
Customer Compliance & Remediation
Work with Sales teams to address customer underutilization or non-compliance with contract commitments.
Develop and execute action plans to bring customers back into compliance (e.g., volume commitments, usage thresholds).
Support field teams with data, insights, and recommendations to drive corrective actions.
Insights & Analytics
Build and maintain dashboards tracking deal health, utilization trends, and financial performance.
Generate insights on deal effectiveness, including, system adoption, and ROI realization.
Provide leadership visibility into key risks and opportunities across the deal portfolio.
Process & Continuous Improvement
Establish standardized processes for post-deal monitoring and performance management.
Develop frameworks and playbooks for tracking and enforcing deal compliance.
Partner with upstream teams (Deal Desk, Pricing, Contracting) to incorporate learnings into future deal structures.
Cross-Functional Collaboration
Collaborate with Sales, Finance, Pricing Ops, Contract Management, and Customer Success (if applicable).
Serve as the bridge between commercial execution and operational/financial performance tracking.
Align with broader MedTech Surgery counterparts (Surgery, Polyphonic, Monarch) to ensure consistency.
Qualifications / Requirements
Minimum of 5 years of experience in commercial operations, deal desk, finance, pricing, or revenue operations.
Bachelor’s degree required; MBA or advanced degree preferred.
Strong understanding of contract structures, revenue models and financial performance tracking.
Experience with billing processes, revenue recognition, or contract-to-cash workflows.
Advanced analytical skills (Excel, Power BI, or similar tools).
Ability to translate complex data into actionable insights for Sales teams.
Strong stakeholder management skills with experience influencing field behavior.
Detail-oriented with a proactive, problem-solving mindset.
Travel 25% of the time domestically
Preferred
Experience in medical device, capital equipment, or healthcare technology.
Familiarity with CRM (e.g., Dynamics), ERP/billing systems, and contract lifecycle management tools.
Experience managing post-sales performance or customer compliance programs.
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 by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please contact us via https://www.jnj.com/contact-us/careers or contact AskGS to be directed to your accommodation resource.
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Required Skills:
Preferred Skills:
Business Behavior, Coaching, Collaboration, Contract Management, Detail-Oriented, Document Management, Issue Escalation, Office Administration, Problem Solving, Regulatory Compliance, Relationship Building, Risk Assessments, Sales Enablement, Sales Support, Sales Terms and Conditions, Tender Management
The anticipated base pay range for this position is :
$118,000.00 - $203,550.00
Additional Description for Pay Transparency:
Subject to the terms of their respective plans, employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
This position is eligible to participate in the Company’s long-term incentive program.
Subject to the terms of their respective policies and date of hire, employees are eligible for the following time off benefits:
Vacation –120 hours per calendar year
Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year
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 period10 days
Volunteer Leave – 32 hours per calendar year
Military Spouse Time-Off – 80 hours per calendar year
Additional information can be found through the link below.
For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits