Commercial Operations Senior Manager

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: Commercial and Trade Relations Strategy Job Category: People Leader All Job Posting Locations: Norderstedt, Schleswig-Holstein, Germany, Umkirch, Germany Job Description: DePuy Synthes is recruiting for a Commercial Operations Senior Manager, located in Norderstedt, Germany. We’re seeking an experienced, strategic and people‑focused leader to head the Commercial Operations team for Orthopedics in Germany. This role expands on the Commercial Operations Manager remit and combines operational ownership with team leadership, process excellence and cross‑functional influence. You will ensure consistent, compliant and commercially effective contracting, pricing and account implementation across national tenders, framework agreements and strategic accounts. You will lead a team of Commercial Operations Managers and act as the senior operational partner to Sales, Key Account Management, Pricing, Finance, Legal and other stakeholders. Location and reporting Location: Germany (national role) Travel: ~60–70% national travel to hospitals, procurement organizations and internal meetings Employment: Permanent, full‑time, field‑oriented role Reports to: Head of Commercial Operations / Country Lead Team: Direct line management of Commercial Operations Managers (typical span: 3–6 FTEs, depending on organization) Key Responsibilities Lead, coach and develop the Commercial Operations team: set objectives, run performance reviews, create development plans, and build a high‑performing, accountable culture. Own the end‑to‑end governance for national tenders, framework agreements and large account roll‑outs — from commercial strategy and negotiation to implementation and ongoing account management support. Drive pricing governance: review and approve pricing proposals, coordinate Pricing Review Committee submissions, and ensure adherence to pricing policies and SOPs. Ensure quality and consistency of account documentation: validate account plans, pricing models, business cases and contract templates prior to submission or signature. Standardize and scale processes, templates and tools for profitability analysis, forecasting, contract lifecycle management and compliance reporting to improve speed, transparency and auditability. Lead cross‑functional programs and projects (e.g., consignment/Ortho‑Kit rollouts, system integrations with SAP/CRM, new contracting models) and manage the change agenda including training and stakeholder alignment. Act as escalation point for commercial, contractual or compliance issues and manage remediation plans with clear ownership and timelines. Build and maintain senior relationships with procurement organizations, hospital groups, strategic accounts and external partners; represent the company in high‑level commercial negotiations. Monitor commercial KPIs (revenue, margin, price/volume/mix, forecast accuracy) and translate performance insights into action plans to meet or exceed targets. Champion compliance and risk management: ensure local activities meet regulatory, legal and internal governance standards (e.g., HCC, CE/MDR, complaint handling) and embed compliance into everyday processes. Promote continuous improvement by identifying efficiency levers, implementing best practices and driving adoption of digital tools and dashboards. Key interactions Sales Leadership and Field Force Strategic Account Managers / Key Account Management Pricing, Finance & Planning teams Legal, Regulatory & Quality Assurance Supply Chain, Ortho Kit/Consignment teams and Field Service External agencies and procurement contacts / hospital procurement teams EMEA / Global Commercial Operations and Marketing stakeholders Success measures (first 12 months) High‑performing Commercial Operations team with clear roles, KPIs and documented development plans. Implementation of standardized account and pricing templates, SOPs and a documented tender playbook. Successful negotiation and go‑live of at least one major national framework or innovative contractual model (e.g., risk‑sharing). Improved forecast accuracy and demonstrable uplift in account profitability for key accounts. Clear audit trail for pricing decisions and compliance checks; zero critical compliance findings from internal reviews. What You Bring Personality & mindset Strong leadership presence and proven ability to inspire, coach and hold teams accountable. Commercially ambitious yet compliant: you balance revenue/margin goals with governance and ethical operating standards. Pragmatic, resilient and curious—comfortable with ambiguity and iterative improvement in a fast‑moving environment. Collaborative mindset with strong stakeholder influencing skills across commercial and functional teams. Experience & functional expertise Significant experience in Commercial Operations, Pricing, Key Account or Contract Management within MedTech/Orthopedics (typically 5+ years). Demonstrated track record of leading teams and delivering complex national contracts, tenders or framework agreements with hospitals and procurement groups. Hands‑on experience in pricing governance, business case development, margin analysis and working with review committees. Proven ability to design and implement scalable processes, templates and KPI frameworks. Working style & skills Structured, data‑driven and results‑oriented approach; excels at translating strategy into operational priorities and plans. Outstanding communication and presentation skills; able to convey complex commercial arguments to clinical, procurement and executive audiences. Advanced Excel modelling and PowerPoint story‑telling skills; experience with SAP, CRM, data visualisation tools and sales enablement platforms is an advantage. Strong project management and change management capability with the ability to drive cross‑functional initiatives to completion. Qualifications & role requirements Bachelor’s or Master’s degree in Business Administration, Health Management, Industrial Engineering, Medical Technology or related field (or equivalent professional experience). Fluent in German and English (written and spoken). Willingness to travel nationally (c. 60–70%). Valid driving licence (Class B). Nice‑to‑have Experience with performance‑based contracting, risk‑sharing models or outcome‑based reimbursement schemes. Knowledge of the German hospital financing and procurement landscape. Project management certification (PMP, PRINCE2) or certifications in contract management/pricing. What We Offer Above‑average compensation and a competitive benefits package. Company car option for business and private use and other mobility benefits (e.g., bike leasing). A dynamic, international environment with strong development paths and internal mobility. Structured onboarding, role‑relevant training and ongoing leadership development. Health and wellbeing programs, global fitness reimbursement and additional family support measures. Employee referral bonuses, corporate discounts and other perks.