Commercial Education Manager - MEA | Johnson & Johnson MedTech | KSA

Role Overview

Commercial Education Manager – MEA at Johnson & Johnson MedTech, based in Riyadh, Saudi Arabia. This role is available across multiple countries in the Middle East and Africa region and may be posted under different requisition numbers; applications will be considered as a single submission.

Company Overview

Johnson & Johnson is a global healthcare innovation company operating through expertise in Innovative Medicine and MedTech. The Surgery team develops the next generation of smarter, less invasive, more personalized treatments at the intersection of biology and technology, addressing prevalent conditions such as obesity, cardiovascular disease, and cancer. The company is guided by its Credo and committed to providing an inclusive work environment that respects the diversity and dignity of employees.

Role Purpose

The Commercial Education Manager – MEA is responsible for developing and executing the regional commercial capability strategy to build a high-performing, customer-centric organization. The role ensures that sales, marketing, distributor, and commercial teams possess the knowledge, skills, and behaviors required to achieve business objectives and deliver exceptional customer value. The position partners closely with Commercial Leadership, Marketing, Professional Education, Human Resources, Medical Affairs, and Global Learning teams to design and implement training programs that accelerate onboarding, strengthen selling capabilities, improve product expertise, and drive consistent commercial execution across the Middle East and Africa region.

Key Responsibilities

Commercial Capability Strategy

• Develop and execute a regional commercial education and capability-building strategy aligned to business priorities.
• Identify capability gaps across sales, marketing, distributor, and leadership teams.
• Create annual learning plans that support strategic growth initiatives, product launches, market expansion, and organizational transformation.
• Establish competency frameworks and learning pathways for commercial roles.

Sales Excellence & Commercial Training

• Design and deliver training programs focused on consultative and value-based selling.
• Design and deliver training programs focused on customer engagement and account management.
• Design and deliver training programs focused on strategic territory planning.
• Design and deliver training programs focused on negotiation and influencing skills.
• Design and deliver training programs focused on clinical and product knowledge.
• Design and deliver training programs focused on competitive differentiation.
• Develop distributor capability development programs.
• Develop leadership and coaching effectiveness programs.
• Embed recognized sales methodologies and commercial excellence frameworks across the organization.
• Support field coaching programs that improve selling effectiveness and customer interactions.

Onboarding & Employee Development

• Lead onboarding programs for new commercial employees.
• Create structured development pathways for sales representatives, sales managers, marketers, and commercial leaders.
• Develop certification programs to ensure competency and readiness.
• Support succession planning through targeted capability development initiatives.

Learning Design & Delivery

• Design engaging learning experiences using a blend of classroom, virtual, digital, and experiential learning methodologies.
• Facilitate regional workshops, leadership programs, sales meetings, and capability-building events.
• Leverage modern learning technologies and digital platforms to enhance learner engagement and scalability.
• Create and maintain high-quality learning content and educational resources.

Product & Launch Readiness

• Partner with Marketing and Medical Affairs to ensure commercial teams are fully prepared for new product launches and portfolio updates.
• Develop launch readiness training programs and certification requirements.
• Ensure field teams can effectively communicate product value propositions and clinical benefits.

Performance Coaching & Field Effectiveness

• Collaborate with sales leaders to build a coaching culture across the organization.
• Conduct field observations and training needs assessments.
• Support managers in developing coaching capabilities and performance improvement plans.
• Use customer feedback and performance data to identify development opportunities.

Cross-Functional Collaboration

• Partner with regional and country leadership teams to align learning priorities with business objectives.
• Work closely with Human Resources to support talent development initiatives.
• Collaborate with Global Education and Commercial Excellence teams to localize and deploy global programs.
• Coordinate with Compliance, Regulatory, and Medical Affairs to ensure training content meets all applicable standards.

Measurement & Continuous Improvement

• Establish learning metrics and capability dashboards.
• Monitor training effectiveness through assessments, certifications, field observations, and business performance indicators.
• Measure the impact of learning initiatives on commercial outcomes.
• Continuously refine programs based on participant feedback and business needs.

Qualifications & Experience

• Bachelor's degree required.
• Advanced degree preferred (MBA, Business, Marketing, Organizational Development, Learning & Development, or related discipline).
• Minimum 8–10 years of experience in sales, marketing, commercial excellence, learning & development, or commercial education within the healthcare, medical device, pharmaceutical, or life sciences industry.
• Demonstrated success in developing and delivering commercial capability programs.
• Experience supporting multi-country organizations and diverse commercial teams.
• Strong understanding of healthcare commercial environments and customer engagement models.
• Previous experience in field sales or sales leadership strongly preferred.

Skills & Competencies

• Strong understanding of sales excellence and commercial effectiveness principles.
• Exceptional facilitation and presentation skills.
• Expertise in adult learning methodologies and capability development.
• Strategic thinking with strong execution discipline.
• Ability to influence senior stakeholders and drive change within a matrix organization.
• Strong project management and organizational skills.
• Data-driven approach to measuring capability and performance outcomes.
• Excellent communication and stakeholder management skills.
• High level of business acumen and customer focus.
• Brand marketing expertise.
• Channel partner enablement capability.
• Coaching proficiency.
• Digital strategy knowledge.
• Global market understanding.
• Learning materials development skills.
• Medical affairs knowledge.
• Medical communications expertise.
• Process improvements capability.
• Program management proficiency.
• Sales enablement expertise.
• Sales presentations skill.
• Strategic sales planning ability.
• Technical credibility.
• Training people capability.

Additional Information

• Regional and international travel up to 40–50% required to support training delivery, field coaching, leadership development, and capability-building initiatives.
• Success will be measured by: improvement in commercial capability assessment scores; sales onboarding effectiveness and speed to productivity; certification and training completion rates; sales force effectiveness and customer engagement metrics; new product launch readiness and execution; leadership coaching effectiveness; employee engagement and development outcomes; and contribution to commercial growth and business performance objectives.