Territory Manager

BD; Providence (RI); On-site; USD 85,000 - 115,000; Full time

Job summary

BD is seeking a Territory Manager to drive sales in the infection prevention and biosurgery space across a designated Rhode Island territory. You will educate surgeons and OR staff on BD products, provide on-site support during procedures, and train hospital staff to ensure proper product use.

Responsibilities include achieving sales goals, developing new accounts, maintaining records, and planning efficient territory coverage with frequent travel to hospitals and ORs.

Qualifications

• Bachelor's degree in related discipline.
• 2–3 years of relevant sales experience required.
• Operating room sales/medical device experience preferred.
• Documentation of successful sales performance required.

Responsibilities

• Presents, educates, and provides in-services on proper use of BD products to surgeons, OR staff and others.
• Provides on-site technical support during procedures to ensure proper use.
• Trains physicians and hospital staff on product usage.
• Maintains knowledge of BD products, channels, and distribution.
• Meets territory sales and profitability goals.
• Develops new prospects and establishes new customers.
• Keeps account records and uses sales funnel to set goals.
• Plans daily calls and routes for effective coverage.

Skills

Interpersonal skills

Oral communication

Planning skills

Organizational skills

Education

Bachelor's degree in related discipline

Job description

Job Description

We are the people who give possibilities purposeBD 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.

Division Description:

The BD Interventional Surgery Division offers a broad range of infection prevention and biosurgery products, including ChloraPrep skin prep, Arista Absorbable Hemostat, and Progel Air Leak Sealant.

The Territory Manager (TM) will manage a territory base and expand the sales of BD products using a balanced selling approach that involves a focus on key differentiating products, programs and services within the infection prevention and biosurgery space. The TM is responsible for attaining sales goals established by the Company within the designated territory budget, increasing sales of current accounts, and establishing new accounts.

Position Responsibilities

The Territory Manager will be responsible for supporting BD’s Infection Prevention and Biosurgery products with physicians, clinicians, materials management and other key decision makers. Other essential functions of the position include:Presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals. These duties include, but not limited to:Providing on-site technical support during procedures to ensure proper use of the products. Training and educating physicians and hospital staff on the use of the products. Ensuring surgeons and staff have the most current product information available. Ensuring effective utilization of the products by all trained surgeons within territory.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. Should be thoroughly knowledgeable of competitive distribution, discounts, local terms, strategy, including strengths and weaknesses.Maintains equipment, advertising, and promotional matter in a presentable and orderly mannerCompletes 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. Doctors not available at the hospital will be contacted in their officeAcquires comprehensive knowledge of prices, discounts, availability of each product and competition according to quality and quantityMaintains 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 hospitalsStays within expense budgetKnows and effectively uses selling presentations as well as standard answers to objectionsContinually increases knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecastingMaintains relationships with the District Manager, fellow Territory Managers, and customersPlans sales calls on a continuous basis and organizes time for effective coverage of the territory. A daily written plan is to be usedDevelops thorough knowledge of company policies and the ability to interpret them to customers and prospectsMaintains the company car in a clean, orderly, and serviceable conditionUses 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 disciplineA minimum of 2 – 3 years of relevant sales experienced 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 skillsMust possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.Must poses and maintain a criminal background satisfactory to BD. Criminal backgrounds may be monitored on an annual basis or as needed.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 regionTravel – Approximately 80% of work time will be spent traveling, including overnight.Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Additional Desirable Qualification Skills and Knowledge:

Procedure knowledge adequate to illustrate convincingly the benefits of BD’s products.Basic anatomy – Ability to discuss the various products in relation to the human body.

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.

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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

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.