Senior Manager, Capital Sales Enablement
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Job Description
Senior Manager enabling executive selling and ROI-driven capital decisions for Johnson & Johnson’s OTTAVA robotic surgery platform. Equipping US hospital sales teams with Challenger tools and value narratives.
Responsibilities:
- 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
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