Senior Manager, Capital Sales Enablement

🔥 0 minutes ago

🏄 California, Ohio – Remote

🏄 California – Remote 🏈 Ohio – Remote

💵 $142k - $244.9k / year

⏰ Full Time

🟠 Senior

📊 Sales Operations

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Johnson & Johnson

WebsiteLinkedInAll Job Openings

10,000+ employees

🏥 Healthcare

💊 Pharmaceuticals

🧬 Biotechnology

Healthcare • Pharmaceuticals • Biotechnology

<Johnson & Johnson> is a global healthcare company that researches, develops, manufactures and markets pharmaceuticals, medical devices and consumer health products. The company focuses on innovative medicines and therapies across oncology, immunology, neuroscience and cardiopulmonary areas, and develops MedTech solutions in cardiovascular, orthopaedics, surgery and vision. Johnson & Johnson also engages in health & wellness education, large-scale manufacturing, investor activities and global social-impact initiatives.

📋 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 frameworks that clarify the cost and risk of inaction in complex hospital investment decisions • 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 economic narratives and buying criteria • Operationalize stage-based capital selling motions from exploration through VAC review, executive alignment, decision, and close • Establish standards for applying tools, narratives, and value frameworks throughout the capital sales cycle • Develop decision-support resources for complex, multi-stakeholder buying processes • Support high-stakes customer engagements, competitive situations, conferences, and executive forums • Build feedback loops around win/loss dynamics, executive reactions, customer objections, and purchase barriers • Refine Challenger insights, ROI/VAC narratives, executive messaging, and selling motions based on field learning • Collaborate with HEMA, Finance, US Marketing, Medical Affairs, Regulatory, and Capital Sales • Represent capital sales realities in commercial planning, tool development, and go-to-market refinement • Influence cross-functional stakeholders across a matrixed organization

🎯 Requirements

• A bachelor’s degree is required • 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 for high-stakes customer conversations • Ability to influence cross-functional stakeholders without direct authority • Strong analytical and communication skills • 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 • Ability to travel domestically up to 40–50%

🏖️ Benefits

• Retirement plan (pension) • Savings plan (401(k)) • Long-term incentive program • Vacation – 120 hours per calendar year • Sick time – 40 hours per calendar year • Colorado sick time – 48 hours per calendar year • Washington sick time – 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 period • Volunteer Leave – 32 hours per calendar year • Military Spouse Time-Off – 80 hours per calendar year