Associate Territory Manager - Columbus, OH

Becton Dickinson; Warwick (RI); On-site; USD 67,000 - 107,000; Full time

Job summary

Becton, Dickinson and Company in the United States is seeking an Associate Territory Manager (ATM) to provide field-level support to physicians and clinical staff in the Interventional Surgery division. The role involves about 80% travel and relocation to open territories as needed to build strong relationships with customers.

The ATM will coordinate training and technical support for clinical cases, work with field sales and Marketing, and help develop regional centers of excellence.

Qualifications

• Bachelor's degree in related field.
• 0-2 years general sales experience preferred.
• Strong interpersonal, oral, communication, organizational and planning skills.
• Willing to relocate to fill an open Territory Manager position.
• Ability to travel 80%, including overnight travel.
• Must possess and maintain a valid state-issued driver’s license with 3 years of driving history.

Responsibilities

• Coordinates with field sales, logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases.
• Works with sales management in prioritizing targeted customers, cases and training events.
• Supports the development of regional physician proctors to help with formal and informal training activities.
• Conducts training and in-servicing for hospital surgery staff and support personnel.
• Supports the development of regional centers of excellence and works with Marketing on the execution of territory physician training seminars.
• Provides support for regional marketing events, conventions and symposia.
• Performs special projects and other duties as assigned.
• Maintains equipment, advertising, and promotional matter in a presentable and orderly manner.
• Completes all paperwork on time and thoroughly; Keeps accurate up-to date account records.

Skills

Interpersonal skills

Oral communication

Organizational skills

Planning skills

Education

Bachelor's degree in related field

Tools

Driver’s license

Job description

We are the people who give possibilities purpose BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

Job Description Overview

The Associate Territory Manager (ATM) is primarily responsible for providing field level support to physicians and other clinical professionals for the Interventional Surgery division. Working closely with field sales and Marketing, the ATM will execute field level surgical case support and professional training plans that help achieve annual sales targets. This includes 80% travel using extended stays in a field based territory to build strong and lasting customer relationships. Customers include physicians, nurses, technicians, administrators, office staff, sales personnel and other hospital personnel. If successful, this role will eventually lead to formal territory responsibility as a Territory Manager. Associate Territory Managers must be open to relocation anywhere in the U.S. to assume responsibility for an open territory.

Responsibilities

• Coordinates with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases
• Works with sales management in prioritizing targeted customers, cases and training events
• Supports the development of regional physician proctors to help with formal and informal training activities
• Conducts training and in-servicing for hospital surgery staff and support personnel
• Supports the development of regional centers of excellence and works with Marketing on the execution of territory physician training seminars
• Provides support for regional marketing events, conventions and symposia
• Performs special projects and other duties as assigned
• Maintains equipment, advertising, and promotional matter in a presentable and orderly manner
• Completes all paperwork on time and thoroughly; Keeps accurate up-to date account records; Uses sales funnel to set goals and target accounts
• Proper use of productive selling time; i.e., calls in late afternoon with a minimum of three O.R.s per day and four surgeon contacts per day.
• Doctors not available at the hospital will be contacted in their office
• Acquires comprehensive knowledge of prices, discounts, availability of each product and competition according to quality and quantity
• Maintains adequate supply of promotional tools (samples, brochures, videos)
• Must have all basic product knowledge and acquire knowledge of all new products added to the line and apply this knowledge to adequately conduct in-service education to all hospitals
• Stays within expense budget
• Knows and effectively uses selling presentations as well as standard answers to objections
• Continually increases knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecasting
• Maintains relationships with the District Manager, Territory Managers, and customers
• Plans sales calls on a continuous basis and organizes time for effective coverage of the territory. A daily written plan is to be used
• Develops thorough knowledge of company policies and the ability to interpret them to customers and prospects
• Maintains the company car in a clean, orderly, and serviceable condition
• Uses to the best advantage nurses lectures, journal club meetings, local seminars, resident lectures, hospital displays and evaluation committee product presentations.

Basic Qualifications

• Bachelor's degree in related field
• 0-2 years general sales experience preferred
• Experience working in a team environment, particularly with sales people
• The ability to work in an operating room environment is required
• Strong interpersonal, oral, communication, organizational and planning skills
• Good judgment and maturity
• Willing to relocate to fill an open Territory Manager position.
• Ability to travel 80%, including overnight travel
• Must possess and maintain a valid state-issued license driver’s license with 3 years of consecutive driving history andmeet BD’s auto safety standards’.Must be able to meet and maintain customer/medical facility access requirements
• Understand a needs analysis approach to sales, the product buyer concept, and contract administration
• Understands principles of group purchasing to include research, formulating and recommending a proposal
• Demonstrated ability to discuss the various products in relation to the human body
• Familiarity with medical and surgical terminology
• Proven ability to build strong relationships with Internal Customers – Sales Training, Marketing, National Accounts, Customer Service, Contracts, Field Sales Team and External Customers – KOLs, Surgeons, Physicians, Nurses, and Sourcing
• Must possess and maintain a valid state-issued license driver’s license with 3 years of consecutive driving history and meet BD’s auto safety standards. Must live in assigned region.

Required Skills Optional Skills

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry.

For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

To learn more about BD visithttps://bd.com/careers

Why Join Us

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive. We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success. To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer.

We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.

Primary Work Location USA RI - Warwick Additional Locations USA OH - Cleveland Work Shift

Salary and Compensation

• $66,700.00 - $106,700.00 USD Annual

We are the #MakersofPossible Working together, we make products that patients, families and their healthcare professionals rely on. We do this because we are committed to advancing the world of health™. But it takes the imagination and passion of all of us at BD, from manufacturing to marketing, to look at the impossible and find solutions that turn dreams into possibilities with real-life health benefits for people today, tomorrow and beyond. We make this happen, together. We are the makers of possible.

Becton, Dickinson and Company is an Equal Opportunity Employer.

We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.