Commercial Education Manager - MEA | Johnson & Johnson MedTech | Riyadh - KSA

Overview

About Surgery

Purpose

Commercial Capability Strategy

• Develop and execute a regional commercial education and capability-building strategy aligned to business priorities.
• Identify capability gaps across sales, marketing, distributor, and leadership teams.
• Create annual learning plans that support strategic growth initiatives, product launches, market expansion, and organizational transformation.
• Establish competency frameworks and learning pathways for commercial roles.

Sales Excellence & Commercial Training

• Design and deliver training programs focused on:
• + Consultative and value-based selling
• + Customer engagement and account management
• + Strategic territory planning
• + Negotiation and influencing skills
• + Clinical and product knowledge
• + Competitive differentiation
• + Distributor capability development
• + Leadership and coaching effectiveness
• Embed recognized sales methodologies and commercial excellence frameworks across the organization.
• Support field coaching programs that improve selling effectiveness and customer interactions.

Onboarding & Employee Development

• Lead onboarding programs for new commercial employees.
• Create structured and development pathways for sales representatives, sales managers, marketers, and commercial leaders.
• Develop certification programs to ensure competency and readiness.
• Support succession planning through targeted capability development initiatives.

Learning Design & Delivery

• Design engaging learning experiences using a blend of classroom, virtual, digital, and experiential learning methodologies.
• Facilitate regional workshops, leadership programs, sales meetings, and capability-building events.
• Leverage modern learning technologies and digital platforms to enhance learner engagement and scalability.
• Create and maintain high-quality learning content and educational resources.

Product & Launch Readiness

• Partner with Marketing and Medical Affairs to ensure commercial teams are fully prepared for new product launches and portfolio updates.
• Develop launch readiness training programs and certification requirements.
• Ensure field teams can effectively communicate product value propositions and clinical benefits.

Performance Coaching & Field Effectiveness

• Collaborate with sales leaders to build a coaching culture across the organization.
• Conduct field observations and training needs assessments.
• Support managers in developing coaching capabilities and performance improvement plans.
• Use customer feedback and performance data to identify development opportunities.

Cross-Functional Collaboration

• Partner with regional and country leadership teams to align learning priorities with business objectives.
• Work closely with Human Resources to support talent development initiatives.
• Collaborate with Global Education and Commercial Excellence teams to localize and deploy global programs.
• Coordinate with Compliance, Regulatory, and Medical Affairs to ensure training content meets all applicable standards.

Measurement & Continuous Improvement

• Establish learning metrics and capability dashboards.
• Monitor training effectiveness through assessments, certifications, field observations, and business performance indicators.
• Measure the impact of learning initiatives on commercial outcomes.
• Continuously refine programs based on participant feedback and business needs.

Education

• Bachelor’s degree required.
• Advanced degree preferred(MBA, Business, Marketing, Organizational Development, Learning & Development, or related discipline).

Experience

• Minimum 8–10 years of experience in sales, marketing, commercial excellence, learning & development, or commercial education within the healthcare, medical device, pharmaceutical, or life sciences industry.
• Demonstrated success in developing and delivering commercial capability programs.
• Experience supporting multi-country organizations and diverse commercial teams.
• Strong understanding of healthcare commercial environments and customer engagement models.
• Previous experience in field sales or sales leadership strongly preferred.

Skills & Competencies

• Strong understanding of sales excellence and commercial effectiveness principles.
• Exceptional facilitation and presentation skills.
• Expertise in adult learning methodologies and capability development.
• Strategic thinking with strong execution discipline.
• Ability to influence senior stakeholders and drive change within a matrix organization.
• Strong project management and organizational skills.
• Data-driven approach to measuring capability and performance outcomes.
• Excellent communication and stakeholder management skills.
• High level of business acumen and customer focus.

Travel Requirements

• Regional and international travel up to 40–50% to support training delivery, field coaching, leadership development, and capability-building initiatives.

Success Measures

• Improvement in commercial capability assessment scores.
• Sales onboarding effectiveness and speed to productivity.
• Certification and training completion rates.
• Sales force effectiveness and customer engagement metrics.
• New product launch readiness and execution.
• Leadership coaching effectiveness.
• Employee engagement and development outcomes.
• Contribution to commercial growth and business performance objectives.

Preferred Skills