About the Role

We are seeking a dynamic and strategic Commercial Education Manager (CEM) to elevate the capability and performance of our EMEA commercial organisation.

In this high-impact role, you will design, deliver, and sustain best-in-class training across product knowledge, sales excellence, clinical workflows, and commercial systems adoption. Partnering closely with country leaders-particularly in priority markets such as the UK, France, and Germany-you will play a key role in accelerating market execution, improving sales productivity, and driving adoption in emerging customer segments such as Emergency Medicine.

This role is critical to ensuring consistent execution of divisional strategy by building the knowledge, skills, and behaviours that drive pipeline growth, win rates, and commercial success across EMEA.

Key Responsibilities 1. Focused Market Capability Development

Act as the lead education partner for priority EMEA markets, tailoring capability building strategies to local needs, competitive landscapes, and customer workflows
Conduct targeted needs analyses to identify gaps in product knowledge, clinical understanding, and sales execution
Build structured, market specific capability plans aligned to country strategy and performance goals

2. Field Coaching & Sales Capability Enhancement

Partner with country leaders to assess performance and identify capability gaps using CRM insights, field observation, and data analysis
Deliver impactful in field coaching to strengthen key selling skills, including discovery, positioning, objection handling, and deal progression
Provide clear, actionable feedback to drive consistent commercial execution

3. Training Strategy, Curriculum Design & Delivery

Collaborate cross functionally (Sales, Marketing, Medical Affairs, Commercial Excellence) to design and deliver high impact training programs
Lead onboarding for new hires, accelerating time to productivity
Drive EMEA product launch readiness through comprehensive training programs covering product, clinical evidence, competitive positioning, and go to market strategy

4. Systems, Tools & Performance Analytics

Enable adoption and effective use of commercial tools such as Salesforce Summit, Power BI, and LMS platforms
Utilise CRM and analytics to identify trends in pipeline health, forecasting accuracy, and conversion rates
Recommend targeted capability interventions to improve commercial performance and execution

About You Education & Experience

Bachelor's degree (required)
Experience in hospital, diagnostics, or medical device sales within complex environments
Proven success in multi stakeholder selling and workflow dependent solutions
Experience in sales training, coaching, or commercial excellence strongly preferred

Technical & Commercial Skills

Strong understanding of hospital environments and customer decision making processes
Ability to interpret CRM data and commercial analytics to diagnose performance gaps
Experience designing and delivering training for diverse audiences across geographies
Confident facilitator in both virtual and face to face settings

Behavioural Competencies

Strong coaching, communication, and stakeholder management skills
Ability to influence without authority across cross functional teams
Excellent presentation and facilitation skills
Passion for developing people and driving performance improvement

Additional Requirements

Willingness to travel up to 50% across EMEA
Ability to work across multiple time zones and collaborate with geographically dispersed teams

What Success Looks Like

Measurable capability and performance improvement in key markets (UK, France, Germany)
Increased sales productivity, pipeline quality, and conversion rates
Strong adoption of CRM and commercial excellence tools
Effective and consistent product launch readiness across EMEA
High achievement of competency and certification standards

Abbott Laboratories

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Commercial Education/Training Manager, EMEA