Commercial Skills Training Manager

Role Overview

Commercial Skills Training Manager at Johnson & Johnson (DePuy Synthes), based in Leeds, UK, with hybrid flexibility. This role is available across multiple locations: Leeds UK (Requisition R-076274); Solna, Sweden; Copenhagen, Denmark; Oslo, Norway; Espoo, Finland; Issy-les-Moulineaux, France (Requisition R-102769); and Dubai, United Arab Emirates (Requisition R-103020).

Company Overview

DePuy Synthes, the Orthopaedics business of Johnson & Johnson, is planned to separate and operate as a standalone orthopaedics company. Johnson & Johnson is committed to building a world where complex diseases are prevented, treated, and cured through expertise in Innovative Medicine and MedTech. The company is guided by its Credo and provides an inclusive work environment that respects the diversity and dignity of all employees.

Role Purpose

Lead the design and execution of commercial sales skills enablement across EMEA, managing the commercial skills team to build capability supporting the sales team's development in customer-centric selling, opportunity qualification, value messaging, negotiation, account planning, and commercial excellence.

Key Responsibilities

Strategy & Governance

• Establish and govern a commercial sales skills strategy covering onboarding and ongoing development, aligned to business priorities, customer segments, and go-to-market motions.
• Design, curate, and deploy 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).
• Translate business strategy into effective educational solutions that drive organisational outcomes.
• Ensure enablement content reflects compliant selling practices and applicable policies, and that training methods and objectives align with the organization's principles and values.

Team Leadership & Operations

• Lead the design and execution of commercial sales enablement across EMEA, managing the commercial skills team.
• Manage operational aspects of the team, including workflow, performance, and compliance, and ensure achievement of team goals within established timelines and budgets.

Stakeholder Management & Partnerships

• Partner 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.
• Demonstrate exceptional influence and stakeholder management skills with ability to build and sustain partnerships with external healthcare institutions and partners.

Enablement & Coaching

• Build capability to support the sales team's skills development focused on strong fundamentals in customer-centric selling, opportunity qualification, value messaging, negotiation, account planning, and commercial excellence.
• Establish scalable onboarding and continuous learning pathways, enabling coaching disciplines and consistent Challenger sales process adoption to improve pipeline health, conversion, and forecast accuracy.
• Drive 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.

Performance & Analytics

• Develop and track key performance indicators to measure program effectiveness, including participation, knowledge/skill lift, manager coaching activity, pipeline progression, win rate, and forecast accuracy.
• Lead continuous improvement based on data and feedback.

Qualifications & Experience

• Degree or other Educational/Training qualifications.
• Minimum 10 years of progressive experience in healthcare sales and marketing roles, 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.
• Experience leading cross-functional teams within a global, matrixed organisation.

Skills & Competencies

• Analytics Insights.
• Coaching.
• Consulting.
• Global Market knowledge.
• 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).
• 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 communication skills.

Additional Information

• Position type: Hybrid.
• Johnson & Johnson has announced plans to separate its Orthopaedics business to establish DePuy Synthes as a standalone orthopaedics company. The separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, regulatory approvals, and other customary conditions. Following conclusion of the transaction, you would become an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans.
• Johnson & Johnson is an Equal Opportunity Employer and welcomes applications from all qualified candidates regardless of 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.
• Accommodations for applicants with disabilities are available. External applicants should contact jnj.com/contact-us/careers; internal employees should contact AskGS.