Manager, Commercial Performance
Johnson & Johnson
August 08, 2026
Remote friendly (Santa Clara, CA)
United States
Marketing
Purpose:
Manager, Commercial Performance ensures executed customer agreements deliver intended financial and strategic value through post-contract performance management (utilization, revenue realization, compliance to deal terms, and billing alignment). Partners with Sales, Finance, and Operations to monitor deal performance, identify gaps between contracted expectations and actual usage, and drive customer adherence.
Responsibilities:
- Track performance of executed agreements vs. contracted terms (utilization, procedure volumes, financial commitments).
- Monitor adoption of systems/models.
- Identify underperformance, revenue leakage, and deviations from expected outcomes.
- Partner with Finance/Billing for accurate, timely invoicing aligned to contract terms.
- Validate correct billing structures (e.g., per procedure, subscription, capital agreements) and resolve gaps between contracted pricing and billed revenue.
- Work with Sales to address customer underutilization/non-compliance; develop remediation action plans to restore compliance.
- Build/maintain dashboards on deal health, utilization trends, and financial performance; provide insights on deal effectiveness/ROI.
- Establish standardized post-deal monitoring processes and playbooks; partner with Deal Desk/Pricing/Contracting to incorporate learnings.
- Collaborate across Sales, Finance, Pricing Ops, Contract Management, and Customer Success (as applicable).
Qualifications/Requirements:
- 5+ years in commercial operations, deal desk, finance, pricing, or revenue operations.
- Bachelor’s degree required; MBA/advanced degree preferred.
- Strong understanding of contract structures, revenue models, and financial performance tracking; experience with billing, revenue recognition, or contract-to-cash.
- Advanced analytics (Excel, Power BI or similar) and ability to translate data into actionable insights.
- Strong stakeholder management, detail-oriented, proactive problem-solving.
- Travel 25% domestically.
Preferred:
- Experience in medical device/capital equipment/healthcare technology.
- Familiarity with CRM (e.g., Dynamics), ERP/billing systems, contract lifecycle management tools.
- Experience with post-sales performance or customer compliance programs.
Benefits (time off):
- Vacation: 120 hours/year; Sick time: 40 hours/year (CO 48; WA 56); Floating holidays/holiday pay: 13 days/year.
- Work/Personal/Family Time: up to 40 hours/year; Parental Leave: 480 hours; Bereavement: 240 immediate/40 extended (per year); Caregiver Leave: 80 hours; Volunteer Leave: 32 hours; Military Spouse Time-Off: 80 hours/year.
Manager, Commercial Performance ensures executed customer agreements deliver intended financial and strategic value through post-contract performance management (utilization, revenue realization, compliance to deal terms, and billing alignment). Partners with Sales, Finance, and Operations to monitor deal performance, identify gaps between contracted expectations and actual usage, and drive customer adherence.
Responsibilities:
- Track performance of executed agreements vs. contracted terms (utilization, procedure volumes, financial commitments).
- Monitor adoption of systems/models.
- Identify underperformance, revenue leakage, and deviations from expected outcomes.
- Partner with Finance/Billing for accurate, timely invoicing aligned to contract terms.
- Validate correct billing structures (e.g., per procedure, subscription, capital agreements) and resolve gaps between contracted pricing and billed revenue.
- Work with Sales to address customer underutilization/non-compliance; develop remediation action plans to restore compliance.
- Build/maintain dashboards on deal health, utilization trends, and financial performance; provide insights on deal effectiveness/ROI.
- Establish standardized post-deal monitoring processes and playbooks; partner with Deal Desk/Pricing/Contracting to incorporate learnings.
- Collaborate across Sales, Finance, Pricing Ops, Contract Management, and Customer Success (as applicable).
Qualifications/Requirements:
- 5+ years in commercial operations, deal desk, finance, pricing, or revenue operations.
- Bachelor’s degree required; MBA/advanced degree preferred.
- Strong understanding of contract structures, revenue models, and financial performance tracking; experience with billing, revenue recognition, or contract-to-cash.
- Advanced analytics (Excel, Power BI or similar) and ability to translate data into actionable insights.
- Strong stakeholder management, detail-oriented, proactive problem-solving.
- Travel 25% domestically.
Preferred:
- Experience in medical device/capital equipment/healthcare technology.
- Familiarity with CRM (e.g., Dynamics), ERP/billing systems, contract lifecycle management tools.
- Experience with post-sales performance or customer compliance programs.
Benefits (time off):
- Vacation: 120 hours/year; Sick time: 40 hours/year (CO 48; WA 56); Floating holidays/holiday pay: 13 days/year.
- Work/Personal/Family Time: up to 40 hours/year; Parental Leave: 480 hours; Bereavement: 240 immediate/40 extended (per year); Caregiver Leave: 80 hours; Volunteer Leave: 32 hours; Military Spouse Time-Off: 80 hours/year.