MedTech Field Sales Territory Manager

BD; Columbus (OH); On-site; USD 126,000 - 223,000; Full time

Job summary

BD Interventional Surgery Division seeks a Territory Manager to lead sales in the Columbus, OH region. This field-based role focuses on infection prevention and biosurgery products, building new accounts and expanding current ones, while achieving territory sales goals.

The TM educates surgeons and OR staff on BD’s products, maintains product knowledge, handles pricing and policy updates, and develops productive routes and relationships with key stakeholders.

Qualifications

• Bachelor's degree in related discipline.
• A minimum of 2-3 years of relevant sales experience is required.
• Operating room sales/medical device experience is preferred.
• Documentation of successful sales performance is required.
• The ability to work in an operating room environment is required.
• Strong interpersonal, oral, communication, organizational and planning skills.
• Must possess and maintain a valid state-issued driver's license with 3 years of consecutive driving history and meet BD’s auto safety standards.
• Must possess and maintain a criminal background satisfactory to BD.
• 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.
• Thorough understanding of the needs/analysis approach to sales.
• Understands contract administration and group purchasing.
• Must live within assigned region
• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Responsibilities

• Presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals.
• Maintains thorough knowledge and capabilities of BD’s products, channels, and methods of distribution.
• Responsible for meeting territory sales and profitability goals.
• Responsible for developing new prospects and establishing new customers.
• Informs customers of new and current products, backorders, general order status, current pricing structure, company policy changes, and forecasts for new needs.
• Achieves prompt, mutually satisfactory solution to customers’ complaints.
• Keeps promises and appointments. Exercises courtesy and ethical manners at all times.
• Attends customers’ meetings and tradeshows with post-convention feedback.
• Informs District Manager and Franchise of significant market changes, competitive activity, customers’ credit status, and needed company policy changes.
• 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; Utilizes sales funnel to set goals and target accounts; Devises and follows route plan guided by customers’ buying habits, current volume of orders, location of prospects, and competitive circumstances.
• 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.
• 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, fellow 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

Skills

Sales experience

Interpersonal skills

Communication skills

Territory management

Education

Bachelor's degree in related discipline

Job description

BD Interventional Surgery Division seeks a Territory Manager to lead sales in the Columbus, OH region. This field-based role focuses on infection prevention and biosurgery products, building new accounts and expanding current ones, while achieving territory sales goals.

The TM educates surgeons and OR staff on BD’s products, maintains product knowledge, handles pricing and policy updates, and develops productive routes and relationships with key stakeholders.