Commercial Skills Training Manager – Orthopaedics

About the role

The Commercial Skills Training Manager leads the design and execution of sales‑skills enablement across EMEA for Johnson & Johnson’s Orthopaedics business (DePuy Synthes). The role builds capability for the sales force, creates scalable onboarding and continuous learning pathways, and ensures consistent adoption of the Challenger sales process.

Key responsibilities

• Lead the development and delivery of a commercial sales‑skills curriculum covering discovery, qualification, value selling, objection handling, negotiation, account planning and storytelling.
• Partner with Sales Leadership, Marketing, Commercial Excellence, HR and other stakeholders to diagnose capability gaps and align learning priorities with business objectives.
• Drive adoption of sales tools and processes (CRM discipline, opportunity hygiene, pipeline reviews, forecast cadence) through coaching guides, playbooks and reinforcement programs.
• Establish and govern a commercial sales‑skills strategy aligned to customer segments and go‑to‑market motions.
• Develop and track KPIs such as participation, knowledge lift, pipeline progression, win rate and forecast accuracy, and lead continuous improvement based on data.
• Manage operational aspects of the enablement team, ensuring compliance, performance and budget adherence.

Required profile

• Degree or equivalent qualification.
• Minimum 10 years progressive experience in healthcare sales and marketing, with strong orthopaedics knowledge.
• At least 3 years experience leading teams and influencing senior corporate leadership.
• Proven ability to translate business strategy into effective educational solutions and to lead cross‑functional teams in a global matrix organization.
• Strategic leadership, high business acumen and a consulting‑style mindset.

Required skills

• CRM
• Analytics
• Learning Materials Development
• Training Needs Analysis (TNA)