Manager - Sales Force Effectiveness

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 https://www.jnj.com

Job Function:

Sales Enablement

Job Sub Function:

Sales Training

Job Category:

Professional

All Job Posting Locations:

Irvine, California, United States of America, Remote (US)

Job Description:

***This is a field-based remote role available in all cities within the US.  We invite candidates from any location across the US to apply.***

About Vision

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

Are you passionate about improving and expanding on the possibilities of vision treatments? Ready to join a team that’s reimagining how vision is improved? Our Vision team solves the toughest health challenges. Help combine cutting-edge insights, science, technology, and people to encourage eye care professionals and patients to proactively protect, correct and enhance healthy sight for life. Our products and services address these needs – from the pediatric to aging eye – in a patient’s lifetime.

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

We are searching for the best talent for a Manager, Sales Force Effectiveness to join our US Surgical Vision team.  This position is remote based within the US.  The selected candidate must reside in close proximity to a major airport. 

Purpose:

The Manager, Sales Force Effectiveness, will lead and own the Sales Force Effectiveness training programs for the U.S. and Canada under the direction of the Sr. Manager of North America Sales Training. The Manager, Sales Force Effectiveness Training will be responsible for the development, execution, ongoing management, enhancement, and expansion of the sales training program in line with the commercial business strategy. Core responsibilities will involve increasing sales force effectiveness related to business acumen, selling & negotiation techniques, soft skills, contracts & pricing, coaching & development, pipeline management, sales analytics, and other tools. As part of a dynamic team of training professionals, this individual will promote collaborative engagement between cross-functional partners, the field sales organization, and sales leadership resulting in greater sales effectiveness.

Additional responsibilities will include identifying, supporting, and facilitating educational opportunities such as regional/national meetings, sales academies, specialized sales education events, on-boarding sessions for new hires, sale training events, and any other education-focused initiatives as directed by the Sr. Manager of North America Sales Training.

Preferred candidates will have a strong understanding of the medical sales buying process, business acumen, account management, selling methodologies, sales contracts, pricing negotiations, coaching, and soft skills development.

You will be responsible for:

• Develop and implement training programs that empower sales teams with the essential knowledge and skills related to business acumen, selling & negotiation techniques, soft skills, coaching & development, pipeline management, sales analytics, pricing, contracting, and other tools. (40%)

• Facilitate and Coach: shadow sales reps in the field, observe customer interactions, and provide structured feedback to improve performance
• Build Curriculum: translate business priorities into modular programs including simulations, role plays, and quick-reference tools that sales reps can apply in practice.
• Needs Assessment: Identify educational needs within the sales team and create tailored solutions that employ a hybrid training approach, combining in-person, virtual, and on-demand learning opportunities in partnership with the J&J Learning & Development team.
• Evaluation and Improvement: Regularly assess knowledge retention and the effectiveness of training programs. Implement necessary solutions to address any identified gaps in understanding or application. Regularly collaborate with cross-functional partners and sales leadership to identify training and role needs.
• Monitor Performance Metrics: track sales outcomes pre- and post-training (e.g, time-to-productivity conversion rates, account penetration) to measure training ROI
• Partner with Stakeholders: work closely with marketing, commercial operations, and commercial leadership to ensure training aligns with strategic initiatives and market dynamics.
• Industry Insight: Remain informed about medical device sales requirements, best practices, business acumen processes, and related topics. Utilize this information to create training content and develop educational solutions that enhance sales team performance.

• Manage and deliver sales effectiveness education programs including in-field coaching to address skill gaps, offer feedback, and foster continuous improvement. Additional responsibilities will involve supporting new hire training, on-going training, regional, national and other sales training events or business needs as identified by the Sr. Manager, North America Sales Training. Partner with the Sales Training Managers for product, foundational, and continuing education efforts. (40%)

• Ensure that all learning content is current, copy approved, relevant, and compliant with all government and legal requirements by working with content development leads and vendors. Coordinate activities and needs with the field sales trainers and sales leadership to support continuity for the learner throughout their education journey. Support and partner on Learning Management Platform(s) utilization, administrative tasks, and needs to deploy training programs. (20%)

• Additional responsibilities include train-the-trainer facilitation, managing external vendor - internal partnerships, identifying and leveraging existing J&J assets or learning resources for training needs, Canada training partnerships, and non-sales training solutions.

• Communicate effectively: simplify complex business concepts into clear, actionable training. Provide regular updates to leadership summarizing program results.
• Lead change management: support adoption of new selling models, technologies, or compliance requirements through targeted training.
• Ensure regional consistency: coordinate with Canadian counterparts to align on messaging while tailoring to local needs.
• Stay current on adult learning innovations (e.g. blended learning gamification, AI-driven training tools) to keep programs modern and engaging.

Qualifications:

Required:

• Bachelor’s degree is required.
• Minimum of 6 years business/work experience is required.
• Minimum of 4 years proven experience in sales, training, development, and/or related fields.
• Minimum of 3 years healthcare experience.
• This position requires a proactive individual who can foster collaboration, problem solve and enhance partnerships between Johnson & Johnson and its customers, thus contributing to the overall success of the organization.
• Strong communication and interpersonal skills with the ability to engage and collaborate effectively with diverse teams.
• Demonstrated ability to lead training initiatives and facilitate educational workshops both in person and virtually.
• Advanced skills with Microsoft office applications.
• Strong understanding of sales contracts, including volume pricing and capital equipment agreements.
• Knowledge of soft skills development and implementation.
• Strategic selling and business analysis/reporting.
• Knowledge of selling and negotiation models.
• Sales forecasting, pipeline, account, and territory management experience.
• Ability to represent concepts, summarize, and communicate complex ideas into curriculum.
• This position will be remote and requires up to 25% travel.  Candidates must be able to travel as requested by leadership based on training schedules. 

Preferred:

• Minimum of 2 years current or previous ophthalmic experience.
• In-depth knowledge of people development and coaching.
• Knowledge of the Johnson & Johnson product portfolio or similar medical/surgical products.
• Current or previous project management experience.
• Current or previous experience with adult learning concepts/theory, and assessments.
• Consignment/trunk stock management & optimization.
• CRM proficiency: managing activities & opportunities.
• Knowledge of Learning Management platforms and content development software.

The anticipated base pay range for this position is $100,000 to $172,500.

The Company maintains highly competitive, performance-based compensation programs.  Under current guidelines, this position is eligible for an annual performance bonus in accordance with the terms of the applicable plan.  The annual performance bonus is a cash bonus intended to provide an incentive to achieve annual targeted results by rewarding for individual and the corporation’s performance over a calendar/performance year.  Bonuses are awarded at the Company’s discretion on an individual basis.

Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.

Employees may be eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).

Employees are eligible for the following time off benefits:

• Vacation – up to 120 hours per calendar year.
• Sick time - up to 40 hours per calendar year.
• Holiday pay, including Floating Holidays – up to 13 days per calendar year.
• Work, Personal and Family Time - up to 40 hours per calendar year.

For additional general information on Company benefits, please go to:  https://www.careers.jnj.com/employee-benefits.

This job posting is anticipated to close on 10/8/25.  The Company may, however, extend this time-period, in which case the posting will remain available on https://www.careers.jnj.com to accept additional applications.

For more information on how we support the whole health of our employees throughout their wellness, career and life journey, please visit www.careers.jnj.com. 

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act. 

Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please contact us via https://www.jnj.com/contact-us/careers or contact AskGS to be directed to your accommodation resource.

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The anticipated base pay range for this position is :

$100,000 to $172,500

Additional Description for Pay Transparency: