Commercial Sales & Development Manager

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through 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 humanity. Learn more at jnj.com.

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:

MedTech Sales

Job Sub Function:

Clinical Sales – Surgeons (Commission)

Job Category:

Professional

All Job Posting Locations:

Aachen, North Rhine-Westphalia, Germany, Berlin, Germany, Dortmund, Germany, Frankfurt am Main, Hesse, Germany, Hamburg, Germany, Leipzig , Germany, Munich, Bavaria, Germany, Stuttgart , Germany

Job Description:

About MedTech

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech

About Cardiovascular

Are you passionate about improving and expanding the possibilities of Cardiovascular? Ready to join a team that’s reimagining how we heal? Our Cardiovascular team develops leading solutions for heart recovery, electrophysiology, and stroke. You will join a proud heritage of continually elevating standards of care for stroke, heart failure and atrial fibrillation (AFib) patients.

About Abiomed

Abiomed, part of Johnson & Johnson MedTech, is a leading provider of medical devices that provide circulatory support, with a mission of recovering hearts & saving lives. Abiomed’ s “Patients First!” culture drives our skilled workforce and strong relationships with clinicians. Our innovative product portfolio and robust pipeline provide us the incredible opportunity to bring lifesaving technology to more patients around the world than ever before. Founded in 1981, Abiomed has a proven track record for growth, integrity, and innovation.

ABIOMED is redefining team-driven success while reshaping heart recovery. Here, new ideas are welcomed and encouraged, learning is constant, and our dynamic setting enables positive people to do profoundly important work.

We are searching for the best talent for our Commercial Sales & Development Manager (m/f/d) EMEA position.

Position overview 

The Commercial Sales & Development Manager builds the commercial capabilities of Abiomed’s EMEA field teams. You will develop new hires, coach experienced sales and clinical professionals, and help regional leaders reinforce consistent commercial practices across EMEA markets. Your work will span commercial onboarding, sales models & skills, and advanced capabilities such as strategic account planning, executive engagement, competitive selling, and capital sales. 

Reporting to the Director of Commercial Excellence EMEA and aligned with the Area VP EMEA, the Commercial Sales & Development Manager co-owns end-to-end training design and delivery: curriculum development, session planning, facilitation, measurement, and long-range capability planning (e.g., competitive selling, capital sales, leadership, and ongoing development workshops). In close partnership with the US Commercial Training team, Marketing, Sales Operations, Training, and Sales Leadership, this role helps teams exceed commercial objectives in a fast-growing, complex sales environment. 

Key Responsibilities 

• Own the EMEA commercial capability roadmap. Develop and continuously improve onboarding, ongoing development, and advanced workshops. Partner with regional sales leaders to identify capability gaps through field observation, CRM insights, and performance data, then adapt training to local market needs. Deliver classroom and in-field coaching. 

• Structured commercial onboarding experience. Set clear proficiency milestones, coordinate mentor pairings and field assignments, and use manager check-ins and observed skill application to assess readiness. 

• Develop advanced commercial capabilities. Build skills in strategic account and territory planning, stakeholder mapping, executive communication, value-based selling, and business reviews. Translate priorities such as competitive selling and capital sales into realistic account scenarios and practical tools. Partner cross-functionally to advance commercial capabilities, support launches, and drive execution of tactical plans. 

• Design and facilitate learning that transfers to the field. Use realistic cases, simulations, role-play, and structured feedback in virtual and in-person sessions. Reinforce Integrity Selling and approved commercial messaging through practice, peer learning, and tools field teams can use before and after customer conversations. 

• Coach new and experienced field professionals. Conduct field rides, observe performance, and use strategic questioning and actionable feedback to strengthen independent judgment. Share agreed development actions with regional leaders and follow up on progress through manager coaching and field application. 

• Measure effectiveness and manage delivery. Track onboarding milestones, time to proficiency, observed skill application, and learner and manager feedback. Use those measures to improve programs and manage delivery timelines, learning resources, and stakeholder communication. 

• Uphold patient safety, product quality, and ethical business practices. Follow applicable J&J policies and local requirements for training content, activities, and records. Where appropriate, use approved AI tools to support learning design and preparation, with human review of outputs and commercial decisions. 

Required Qualifications 

• 3+ years MedTech sales experience. 

• In Hospital Sales and/or Consultant experience. 

• Strong formal and/or informal leadership skills 

• Demonstrated experience designing, delivering, and reinforcing training for sales or other customer-facing teams 

• Strong virtual and in-person facilitation and coaching skills 

• Commercial acumen in consultative selling, account planning, and stakeholder engagement. Ability to turn complex clinical or commercial concepts into practical training and tools. 

• Ability to evaluate training effectiveness using performance data, feedback, and observed skill application.  

• Strong project management, executive communication, and influencing skills, with the ability to manage competing priorities across countries and functions. 

• Excellent written and spoken English and German language skills  

• Willingness to travel approximately 60–75% across Europe  

Preferred Skills 

• Experience developing geographically dispersed or experienced field teams, ideally in cardiovascular MedTech or another complex hospital-based business. 

• Prior quota-carrying sales, strategic account management, sales leadership, or commercial enablement experience. 

• Experience with capital sales, hospital procurement, reimbursement, tenders, RFPs or RFQs, pricing and contracting, or negotiation coaching. 

• Understanding of how clinical stakeholders, economic buyers, and hospital decision-making committees evaluate value and make purchasing decisions. 

• Experience using a learning management system, digital coaching platform, or approved AI tools for training and development. 

Required Skills:

Business Development, Consumer Centricity, Interpersonal Influence, Market Knowledge, Sales

Preferred Skills:

Healthcare Trends, Objectives and Key Results (OKRs), Presentation Design, Process Improvements, Revenue Management, Stakeholder Engagement, Strategic Sales Planning, Vendor Selection

The anticipated base pay range for this position is:

€79 100,00 - €127 650,00

Benefits:

In addition to base pay, we offer the following benefits*: an annual bonus with set target (% of pay) depending on pay grade / location, where the actual amount is based on the employees’ and companies’ performance of the previous calendar year, or sales commissions. Moreover, we offer vacation days, parental leave for a minimum of 12 weeks, bereavement leave, caregiver leave, volunteer leave, well-being reimbursement, programs for financial, physical and mental health. We also offer service anniversary and recognition awards, and subject to the terms of their respective plans, employees - and in some location’s eligible dependents - can participate in several insurance plans. For more information, visit Employee benefits | Supporting well-being & career growth | Johnson & Johnson Careers.

*This is for informative purposes only. Amounts and actual benefits may vary by location and are subject to change.