EMEA Commercial Sales Skills Leader

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

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