Manager, Commercial Performance

Johnson & Johnson; Raritan (NJ); Hybrid; USD 118,000 - 203,550; Full time

Benefits offered by this job

Long-term incentive program

401(k) plan

Pension plan

Vacation – 120 hours per year

Sick time – 40 hours per year

Job summary

Johnson & Johnson is seeking a Manager, Commercial Performance to be based in Santa Clara, CA, with consideration for Cincinnati, OH or Raritan, NJ. The role requires onsite presence 3 days per week with remote flexibility 2 days per week.

You will monitor executed agreements, ensure billing alignment, drive compliance, and deliver insights with dashboards. Collaboration across Sales, Finance, Pricing Ops, and Contract Management is essential, with travel about 25%.

Qualifications

• Minimum of 5 years in commercial operations, deal desk, finance, 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.
• Travel 25% of the time domestically.

Responsibilities

• Commercial Performance Monitoring: track performance against contracted terms and financial commitments.
• Revenue Realization & Billing Alignment: ensure accurate invoicing and proper billing structures.
• Customer Compliance & Remediation: address underutilization and non-compliance with contracts.
• Insights & Analytics: build dashboards and generate deal insights.
• Process & Continuous Improvement: establish standardized post-deal monitoring processes.
• Cross-Functional Collaboration: liaise with Sales, Finance, Pricing Ops, Contract Management, and Customer Success.

Skills

Analytical skills

Stakeholder management

Data interpretation

Detail oriented

Travel 25%

Education

Bachelor’s degree

MBA or advanced degree

Tools

Excel

Power BI

Dynamics CRM

ERP/Billing systems

Contract lifecycle tools

Job description

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.

Responsibilities

• Commercial Performance Monitoring
  • Track performance of executed agreements against contracted terms, including utilization, procedure volumes, and financial commitments.
  • Monitor adoption of systems and 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

• 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.

Pay and Benefits

Base salary: $118,000.00 - $203,550.00.

Long‑term incentive program participation is available. Employees are eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).

Benefits:

• Vacation – 120 hours per calendar year
• Sick time – 40 hours per calendar year (48 hours for Colorado, 56 hours for 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 per year for an extended family member
• Caregiver Leave – 80 hours in a 52‑week rolling period (10 days)
• Volunteer Leave – 32 hours per calendar year
• Military Spouse Time‑Off – 80 hours per calendar year

Equal Opportunity Employer

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.