Commercial Skills Training Manager

Johnson & Johnson MedTech; Espoo; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

Johnson & Johnson MedTech in Espoo, Finland is seeking a senior leader to design and run a comprehensive sales skills enablement program across EMEA. You will lead the commercial skills team, build onboarding and ongoing learning pathways, and ensure adoption of Challenger selling principles to improve pipeline health and forecast accuracy.

The role requires extensive healthcare sales and leadership experience, with strong cross-functional collaboration and strategic influence across global

Qualifications

• Minimum 10 years of progressive experience in healthcare sales and marketing roles.
• Strong Orthopaedics knowledge or experience required.
• 3 years of experience leading teams.
• Demonstrated experience engaging and influencing senior corporate leadership.
• Experience leading cross functional teams within a global, matrixed organisation.

Responsibilities

• Leads the design and execution of commercial sales skills enablement across EMEA, managing the commercial skills team.
• Building capability to support the sales team’s skills development to build strong fundamentals in customer-centric selling, opportunity qualification, value messaging, negotiation, account planning, and commercial excellence.
• Establishes scalable onboarding and continuous learning pathways, enabling coaching disciplines and consistent Challenger sales process adoption to improve pipeline health, conversion, and forecast accuracy.
• Establishes and governs a commercial sales skills strategy (onboarding and ongoing) aligned to business priorities, customer segments, and go-to-market motions.
• Designs, curates, and deploys sales skills curriculum covering discovery, qualification, value selling, objection handling, negotiation, account planning, and presentation/storytelling, using a blended delivery model (virtual, in-person, and digital).
• Partners with Sales Leadership, Marketing, Commercial Excellence, HR, and key functional stakeholders to diagnose capability gaps, translate field needs into learning priorities, and coordinate enablement calendars.
• Drives consistent adoption of the sales process and tools by building manager coaching guides, playbooks, and reinforcement programs.
• Develops and tracks key performance indicators to measure program effectiveness and leads continuous improvement based on data and feedback.

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

Sales Training

Job Category

Professional

All Job Posting Locations

Copenhagen, Espoo, Uusimaa, Finland, Issy-les-Moulineaux, France, Oslo, Norway, Solna, Stockholm County, Sweden

Job Description

Please note that this role is available across multiple countries and may be posted under different requisition numbers to comply with local requirements. While you are welcome to apply to any or all the postings, we recommend focusing on the specific country(s) that align with your preferred location(s):

• Leeds UK – Requisition Number: R-076274
• Solna - Sweden, Copenhagen- Denmark, Oslo- Norway, Espo- Finland, Issy-les-moulineaux-France Requisition Number: R-102769
• Dubai – Requisition Number: R-103020

Remember, whether you apply to one or all these requisition numbers, your applications will be considered as a single submission.

This Hybrid position will be in Leeds UK. Alternate Hybrid locations maybe considered at Solna - Sweden, Copenhagen- Denmark, Oslo- Norway, Espo- Finland, Issy-les-moulineaux- France Requisition Number: R-102769 and Dubai – Requisition Number: R-103020

Job Description

About The Role

• Leads the design and execution of commercial sales skills enablement across EMEA, managing the commercial skills team.
• Building capability to support the sales team’s skills development to build strong fundamentals in customer-centric selling, opportunity qualification, value messaging, negotiation, account planning, and commercial excellence.
• Establishes scalable onboarding and continuous learning pathways, enabling coaching disciplines and consistent Challenger sales process adoption to improve pipeline health, conversion, and forecast accuracy.

Job Description

• Establishes and governs a commercial sales skills strategy (onboarding and ongoing) aligned to business priorities, customer segments, and go-to-market motions.
• Designs, curates, and deploys sales skills curriculum covering discovery, qualification, value selling, objection handling, negotiation, account planning, and presentation/storytelling, using a blended delivery model (virtual, in-person, and digital).
• Partners with Sales Leadership, Marketing, Commercial Excellence, HR, and key functional stakeholders to diagnose capability gaps, translate field needs into learning priorities, and coordinate enablement calendars.
• Drives consistent adoption of the sales process and tools (e.g., CRM discipline, opportunity hygiene, pipeline reviews, and forecast cadence) by building manager coaching guides, playbooks, and reinforcement programs.
• Develops and tracks key performance indicators to measure program effectiveness (e.g., participation, knowledge/skill lift, manager coaching activity, pipeline progression, win rate, and forecast accuracy) and leads continuous improvement based on data and feedback.
• Ensures enablement content reflects compliant selling practices and applicable policies, and that training methods and objectives align with the organization’s principles and values.
• Responsible for managing operational aspects of the team (e.g., workflow, performance, and compliance), as well as ensuring achievement of team goals within established timelines and budgets.

Education Requirements*

• Degree or other Educational/ Training qualifications

Experience*

• Minimum 10 years of progressive experience in healthcare sales and marketing role, Including Sales, Sales Training, Professional Education, Brand Marketing, or Sales Management, with a proven track record of success
• Strong Orthopaedics knowledge or experience required
• 3 years of experience leading teams
• Demonstrated experience engaging and influencing senior corporate leadership.
• Proven ability to translate business strategy into effective educational solutions that drive organisational outcomes.
• Experience leading cross functional teams within a global, matrixed organisation.
• Other Desirable Experiences / Attributes*
• Proven strategic leadership and execution capability
• High technological and business acumen, with curiosity for innovative learning solutions.
• Consulting style mindset with strong analytical, problem solving, and strategic thinking skills.
• Exceptional influence, stakeholder management, and communication skills. Ability to build and sustain partnerships with external healthcare institutions and partners.

Johnson & Johnson announced plans to separate our Orthopaedics business to establish a standalone orthopaedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals. Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes.

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, external applicants please contact us via https://www.jnj.com/contact-us/careers, internal employees contact AskGS to be directed to your accommodation resource.

#DePuySynthesCareers

Required Skills

Analytics Insights, Coaching, Consulting, Global Market, Learning & Development Trends, Learning Materials Development, Organizational Knowledge, Process Improvements, Sales Enablement, Sales Support, Sales Training, Strategic Sales Planning, Technical Credibility, Training Needs Analysis (TNA)

Preferred Skills

Analytics Insights, Coaching, Consulting, Global Market, Learning & Development Trends, Learning Materials Development, Organizational Knowledge, Process Improvements, Sales Enablement, Sales Support, Sales Training, Strategic Sales Planning, Technical Credibility, Training Needs Analysis (TNA)