Senior Manager, Capital Sales Enablement

At Johnson & Johnsonwe believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented treated and curedwhere treatments are smarter and less invasive andsolutions are our expertise in Innovative Medicine and MedTech we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow and profoundly impact health for more at

As guided by Our Credo Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

Sales Enablement

Job Sub Function:

Sales Effectiveness

Job Category:

Professional

All Job Posting Locations:

Cincinnati Ohio United States of America Santa Clara California United States of America

Job Description:

• Translate recurring capital sales challenges into scalable insight-led executive narratives that teach hospital leaders something new about robotic surgery investment.
• Enable Capital Sales to lead CEO CFO and executive stakeholder conversations that reframe the customers current assumptions about robotic platform strategy fleet planning and long-term program growth.
• Build prescriptive frameworks that help sellers create productive decision tension by clarifying the cost and risk of inactionnot simply the benefits of change.
• Standardize high-quality executive engagement across markets accounts and rep experience levels while preserving the flexibility required for account-specific decision dynamics.
  

• Own the execution governance and effective application of ROI and VAC value narratives in live capital deals ensuring value tools are used to shape customer thinking rather than simply satisfy internal process requirements.
• Equip Capital Sales teams to demonstrate to economic stakeholders the limitations opportunity costs and constraints of the status quo.
• Drive consistent high-quality use of value frameworks across active opportunities ensuring value is taught defended and pressure-tested in executive conversations.
• Partner with HEMA Finance Capital Sales and US Marketing to ensure economic narratives are robust credible and adaptable to the buying criteria financial pressures and strategic priorities of each institution.
  

• Operationalize stage-based capital selling motions that guide opportunities from early exploration through VAC review executive alignment decision and close.
• Ensure field readiness for high-impact inflection points including executive meetings financial reviews VAC discussions and internal hospital alignment conversations.
• Establish clear standards for when how and why tools narratives and value frameworks are applied throughout the capital sales cycle.
• Reinforce disciplined execution so Capital Sales teams consistently connect clinical ambition operational readiness and economic consequence in enterprise buying conversations.
  

• Partner closely with Capital Sales leadership to identify friction points recurring objections and gaps in executive selling effectiveness.
• Develop insight-led tools and prescriptive decision-support resources that enable Sales to guide complex multi-stakeholder buying processes.
• Equip sellers to move from describing OTTAVAs capabilities to teaching customers why a multi-platform robotics strategy may be necessary for future clinical operational and economic performance.
• Support preparation for high-stakes customer engagements competitive situations conferences and executive forums where capital decision narratives must be clear credible and differentiated.
  

• Build tight feedback loops with Capital Sales to understand win/loss dynamics executive reactions customer objections and barriers to capital purchase decisions.
• Translate field learning into continuous refinement of Challenger insights ROI/VAC narratives executive messaging and stage-based selling motions.
• Ensure enablement evolves based on real market signals and deal experience not static assumptions.
• Partner with the Senior Director Sales Enablement to reinforce the broader enablement engine across insights value and systems.
  

• Collaborate across HEMA Finance US Marketing Medical Affairs Regulatory and Capital Sales to ensure value creation evidence claims and field execution remain aligned.
• Serve as a key voice representing capital sales realities in commercial planning tool development and go-to-market refinement.
• Balance enterprise strategic direction with the practical realities of field execution and customer decision-making.
• Influence without authority across a matrixed organization while maintaining speed clarity and commercial focus.
  

• An MBA or advanced degree is strongly preferred providing a strong foundation in economic thinking structured problem-solving and executive-level communication.
• A minimum of 7 years of progressive commercial experience in MedTech or healthcare is required ideally across sales sales enablement marketing strategy or roles supporting complex capital products.
• 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 with the ability to support and shape high-stakes customer conversations.
• Demonstrated ability to influence cross-functional stakeholders without direct authority including Sales Finance HEMA Marketing Medical Affairs and Regulatory.
• Strong analytical and communication skills with the ability to synthesize market customer and deal-level insights into clear commercial action.
• 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 and their application in commercial tools and messaging preferred.
• Experience driving adoption tool utilization or execution consistency across distributed field teams preferred.
• This position may require up to 4050% domestic travel.
  

Required Skills:

Preferred Skills:

Benchmarking Business Impact Analysis (BIA) Coaching Collaboration Critical Thinking Efficiency Analysis Innovation Marketing Integration Market Savvy Organizing Process Optimization Sales Sales Enablement Sales Support Solutions Selling Technical Credibility

The anticipated base pay range for this position is :

$142000.00 - $244950.00

Additional Description for Pay Transparency:

Subject to the terms of their respective plans employees are eligible to participate in the Companys consolidated retirement plan (pension) and savings plan (401(k)).

This position is eligible to participate in the Companys long-term incentive program.

Subject to the terms of their respective policies and date of hire employees are eligible for the following time off benefits:

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

For additional general information on Company benefits please go to: - Experience:

Senior Manager