Senior Manager, Capital Sales Enablement

🔥 0 minutes ago

🏄 California, Ohio – Remote

🏄 California – Remote 🏈 Ohio – Remote

💵 $142k - $244.9k / year

⏰ Full Time

🟠 Senior

📊 Sales Operations

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Johnson & Johnson

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1886

🏥 Healthcare

⚕️ Healthcare Insurance

💊 Pharmaceuticals

Healthcare • Healthcare Insurance • Pharmaceuticals

Johnson & Johnson is a multinational corporation focused on innovating across multiple sectors of healthcare and medicine. With a commitment to redefining healthcare, the company merges science and technology to address complex diseases through its divisions in innovative medicine and medical technology. Its areas of focus include oncology, immunology, neuroscience, and specialty ophthalmology, as well as interventional solutions and orthopaedics. J&J is dedicated to advancing global health equity and environmental sustainability while fostering innovation, diversity, and inclusion in the workplace. The company strives to provide solutions that connect health and care for providers, patients, and communities worldwide.

📋 Description

• Own executional enablement of executive-level selling and capital decision-making for OTTAVA in the United States • Translate executive-level strategy, Challenger insights, and economic value narratives into field-ready tools, selling motions, and readiness programs • Enable Capital Sales teams to lead CEO, CFO, and executive stakeholder conversations about robotic platform strategy, fleet planning, and long-term program growth • Build prescriptive frameworks clarifying the cost and risk of inaction • Own execution, governance, and application of ROI and VAC value narratives in live capital deals • Partner with HEMA, Finance, Capital Sales, and US Marketing on robust, credible economic narratives • Operationalize stage-based capital selling motions from early exploration through VAC review, executive alignment, decision, and close • Establish standards for applying tools, narratives, and value frameworks throughout the capital sales cycle • Identify friction points, recurring objections, and gaps in executive selling effectiveness • Develop insight-led tools and decision-support resources for complex, multi-stakeholder buying processes • Support high-stakes customer engagements, competitive situations, conferences, and executive forums • Build feedback loops to understand win/loss dynamics, executive reactions, customer objections, and purchase barriers • Refine Challenger insights, ROI/VAC narratives, executive messaging, and stage-based selling motions based on field learning • Collaborate across HEMA, Finance, US Marketing, Medical Affairs, Regulatory, and Capital Sales • Represent capital sales realities in commercial planning, tool development, and go-to-market refinement • Report to and partner with the Senior Director, Sales Enablement

🎯 Requirements

• A bachelor’s degree is required for this role • A minimum of 7+ years of progressive commercial experience in MedTech or healthcare is required • Deep understanding of hospital capital purchasing dynamics, including VAC processes, budgeting cycles, financial evaluation, and multi-stakeholder decision making • Proven ability to translate commercial strategy into field-ready tools, selling motions, and execution frameworks • Strong executive presence and ability to support and shape high-stakes customer conversations • Ability to influence cross-functional stakeholders without direct authority, including Sales, Finance, HEMA, Marketing, Medical Affairs, and Regulatory • Strong analytical and communication skills; ability to synthesize market, customer, and deal-level insights into clear commercial action • Up to 40–50% domestic travel may be required • MBA or advanced degree strongly preferred • Experience in surgical robotics or complex capital medical device environments preferred • Experience supporting enterprise-level capital sales cycles or hospital system decision making preferred • Familiarity with Challenger or insight-based selling methodologies preferred • Experience driving adoption, tool utilization, or execution consistency across distributed field teams preferred

🏖️ Benefits

• Consolidated retirement plan (pension) • Savings plan (401(k)) • Long-term incentive program • Vacation –120 hours per calendar year • Sick time - 40 hours per calendar year; for employees who reside in the State of Colorado –48 hours per calendar year; for employees who reside in the State of Washington –56 hours per calendar year • Holiday pay, including Floating Holidays –13 days per calendar year • Work, Personal and Family Time - up to 40 hours per calendar year • Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child • Bereavement Leave – 240 hours for an immediate family member: 40 hours for an extended family member per calendar year • Caregiver Leave – 80 hours in a 52-week rolling period10 days • Volunteer Leave – 32 hours per calendar year • Military Spouse Time-Off – 80 hours per calendar year • Inclusive interview process and disability accommodations