Manager, Commercial Performance
Johnson & Johnson
August 08, 2026
Remote friendly (Cincinnati, OH)
United States
Sales
Manager, Commercial Performance (Santa Clara, CA; onsite 3 days/week, remote flexibility 2 days/week)
Purpose
- Ensure executed customer agreements deliver intended financial and strategic value via post-contract performance management (utilization, revenue realization, compliance to deal terms, and billing alignment).
- Partner with Sales, Finance, and Operations to monitor deal performance, identify gaps between contracted expectations and actual usage, and drive customer adherence.
You Will Be Responsible For
- Commercial Performance Monitoring: Track agreement performance vs. contracted terms (utilization, procedure volumes, financial commitments); monitor adoption of systems/models; identify underperformance, revenue leakage, and deviations.
- Revenue Realization & Billing Alignment: Ensure accurate/timely invoicing aligned to contracts; validate billing structures; resolve gaps between contracted pricing and billed revenue.
- Customer Compliance & Remediation: Address customer underutilization/non-compliance; develop and execute action plans to restore compliance; support field teams with data/insights.
- Insights & Analytics: Build dashboards; generate insights on deal effectiveness, system adoption, and ROI; provide visibility into deal risks/opportunities.
- Process & Continuous Improvement: Standardize post-deal monitoring; develop compliance playbooks; incorporate learnings into future deal structures.
- Cross-Functional Collaboration: Collaborate with Sales, Finance, Pricing Ops, Contract Management, and Customer Success (if applicable); align with MedTech Surgery counterparts.
Qualifications / Requirements
- 5+ years in commercial operations, deal desk, finance, pricing, or revenue operations.
- Bachelor’s degree required; MBA/advanced degree preferred.
- Knowledge of contract structures, revenue models, and financial performance tracking.
- Experience with billing/revenue recognition/contract-to-cash.
- Advanced analytics (Excel, Power BI, or similar).
- Stakeholder management to influence field behavior; detail-oriented problem-solving.
- Travel 25% domestic.
Preferred
- Medical device/capital equipment/healthcare technology experience.
- CRM (e.g., Dynamics), ERP/billing systems, and contract lifecycle tools.
- Experience with post-sales performance or customer compliance programs.
Required Skills (from posting)
- Business Behavior, Coaching, Collaboration, Contract Management, Detail-Oriented, Document Management, Issue Escalation, Office Administration, Problem Solving, Regulatory Compliance, Relationship Building, Risk Assessments, Sales Enablement/Support, Sales Terms and Conditions, Tender Management.
Benefits (time-off)
- Vacation 120 hours/year; Sick time 40 hours/year (CO: 48; WA: 56); Holiday pay incl. Floating Holidays 13 days/year; Work/Personal/Family Time up to 40 hours/year; Parental Leave 480 hours; Bereavement Leave 240 hours (immediate) / 40 hours (extended); Caregiver Leave 80 hours (52-week rolling period); Volunteer Leave 32 hours/year; Military Spouse Time-Off 80 hours/year.
Purpose
- Ensure executed customer agreements deliver intended financial and strategic value via post-contract performance management (utilization, revenue realization, compliance to deal terms, and billing alignment).
- Partner with Sales, Finance, and Operations to monitor deal performance, identify gaps between contracted expectations and actual usage, and drive customer adherence.
You Will Be Responsible For
- Commercial Performance Monitoring: Track agreement performance vs. contracted terms (utilization, procedure volumes, financial commitments); monitor adoption of systems/models; identify underperformance, revenue leakage, and deviations.
- Revenue Realization & Billing Alignment: Ensure accurate/timely invoicing aligned to contracts; validate billing structures; resolve gaps between contracted pricing and billed revenue.
- Customer Compliance & Remediation: Address customer underutilization/non-compliance; develop and execute action plans to restore compliance; support field teams with data/insights.
- Insights & Analytics: Build dashboards; generate insights on deal effectiveness, system adoption, and ROI; provide visibility into deal risks/opportunities.
- Process & Continuous Improvement: Standardize post-deal monitoring; develop compliance playbooks; incorporate learnings into future deal structures.
- Cross-Functional Collaboration: Collaborate with Sales, Finance, Pricing Ops, Contract Management, and Customer Success (if applicable); align with MedTech Surgery counterparts.
Qualifications / Requirements
- 5+ years in commercial operations, deal desk, finance, pricing, or revenue operations.
- Bachelor’s degree required; MBA/advanced degree preferred.
- Knowledge of contract structures, revenue models, and financial performance tracking.
- Experience with billing/revenue recognition/contract-to-cash.
- Advanced analytics (Excel, Power BI, or similar).
- Stakeholder management to influence field behavior; detail-oriented problem-solving.
- Travel 25% domestic.
Preferred
- Medical device/capital equipment/healthcare technology experience.
- CRM (e.g., Dynamics), ERP/billing systems, and contract lifecycle tools.
- Experience with post-sales performance or customer compliance programs.
Required Skills (from posting)
- Business Behavior, Coaching, Collaboration, Contract Management, Detail-Oriented, Document Management, Issue Escalation, Office Administration, Problem Solving, Regulatory Compliance, Relationship Building, Risk Assessments, Sales Enablement/Support, Sales Terms and Conditions, Tender Management.
Benefits (time-off)
- Vacation 120 hours/year; Sick time 40 hours/year (CO: 48; WA: 56); Holiday pay incl. Floating Holidays 13 days/year; Work/Personal/Family Time up to 40 hours/year; Parental Leave 480 hours; Bereavement Leave 240 hours (immediate) / 40 hours (extended); Caregiver Leave 80 hours (52-week rolling period); Volunteer Leave 32 hours/year; Military Spouse Time-Off 80 hours/year.