Territory Manager - Columbus, OH

Becton Dickinson NA; Columbus (OH); On-site; USD 70,000 - 150,000; Full time

Job summary

Becton, Dickinson, and Company seeks a Territory Manager to grow BD Interventional Surgery products in Columbus, OH. You will educate surgeons and OR staff, provide on-site technical support, and develop new accounts while meeting territory sales goals.

This field-based role requires a bachelor's degree and 2–3 years of relevant sales experience, preferably in operating room settings. You will travel ~80% and represent BD's infection prevention and biosurgery portfolio.

Qualifications

• Bachelor's degree required in a related discipline.
• 2–3 years of relevant sales experience required.

Responsibilities

• Presents, educates, and provides in-services on the use of BD products to surgeons, OR staff, and others.
• Provides on-site technical support during procedures to ensure proper product usage.
• Trains and educates physicians and hospital staff on product use.
• Develops new prospects and establishes new customers in the territory.
• Keeps District Manager informed of market changes and competitive activity.

Skills

Interpersonal skills

Oral communication

Organizational skills

Planning skills

Relationship building

Travel readiness

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. Job DescriptionSummary:The BD Interventional Surgery Division offers a broad range of infection prevention and biosurgery products, including Surgiphor Antimicrobial Wound Irrigation, 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. This is a field based role in Columbus, OH.

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.
• 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 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. 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, 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.
• Uses to the best advantage nurses lectures, journal club meetings, local seminars, resident lectures, hospital displays and evaluation committee product presentations.
• Must poses 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.

Qualifications

• Bachelor's degree in related discipline
• A 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 skills
• 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 within assigned region
• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
• Thorough understanding of the needs/analysis approach to sales.
• Understands contract administration and group purchasing.

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.
• Familiarity with medical and surgical terminology.

Work Environment/Demands of the Position

Travel - Approximately 80% of work time will be spent traveling, including overnight.

Physical Demand - While performing the duties of this job, the employee is regularly required to stand for extended periods of time. Occasionally the employee may be required to lift or move at least 25 pounds. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

Mental Demand - Moderate to high degree of concentration due to volume, complexity, and/or "pressure" of work.

At BD, we prioritize on-site collaboration

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.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It's also a place where we help each other be great, we do what's right, we hold each other accountable, and learn and improve every day. 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 health. At BD, you'll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place. To learn more about BD visit https://bd.com/careers

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates' progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. Base plus incentive - $125,992-$222,863

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.

Required SkillsOptional Skills.Primary Work LocationUSA RI - WarwickAdditional LocationsWork Shift