Territory Manager, Key Accounts (South)

BD; Conyers (GA); On-site; USD 90,000 - 130,000; Full time

Job summary

BD in Georgia seeks a Territory Manager, Key Accounts to drive sales and grow opportunities across IDNs. You will engage with hospital leadership, clinical staff and procurement to align BD products with patient outcomes.

The role requires building durable relationships with physicians, nurses, materials management and executives, delivering product demonstrations and in-services while upholding BD ethics and policies.

Qualifications

• Strong interpersonal and communication skills.
• Ability to present and train customers and clinicians.
• Experience calling on hospital committees and executives.
• Capacity to build strategic relationships in key accounts.
• Excellent analytical and problem-solving abilities.
• Proficient in using a PC and common software.

Responsibilities

• Drive sales revenue to exceed quotas and qualify opportunities.
• Defines and develops sustainable new business opportunities.
• Lead clinical assessments and product implementations.
• Build strategic relationships with BD Clinical Managers and accounts.
• Perform product demonstrations and in-service trainings as required.
• Develop monthly, quarterly and annual revenue plans.
• Maintain clinical knowledge in disease states and territory management.
• Deliver sales training to internal and channel partners.
• Present modules and trainings at new hire sessions.

Skills

Interpersonal skills

Verbal and written communications

Customer focus

Professionalism

Negotiating

Mentoring

Team building

Analytical thinking

Problem solving

Numerical information processing

Computer literacy

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

Job Summary

The Territory Manager, Key Accounts will be responsible for driving sales revenue to exceed quota across a segment of covered IDN's, reporting to the Regional Manager of Key Accounts. The associate will define and develop new business opportunities that clearly reflect the company's goals and contribute to overall team success. Individuals will exhibit strong clinical excellence, data analytics skills, hospital reimbursement program and competitive knowledge.

One must be able to manage challenging situations directly, empathetically, and with outstanding strategic foresight. Individuals will have experience calling upon and positioning products for approval with hospital value analysis committees, clinical committees, and C-Suite personnel with both disposable products and capital equipment. The Territory Manager, Key Accounts will develop key relationships through frequent and routine customer visits, utilization & contract compliance reviews, product in-services, and procedural observation.

Additionally, the Territory Manager will build and maintain constructive relationships in key accounts with physicians, nurses, technicians, materials management, hospital management and executive hospital personnel. As deemed appropriate Territory Manager may be called upon to participate in the Field Sales Training program and/or provide services as a Field Sales Trainer. Individuals will manage their territory with integrity and in accordance with BD's Code of Ethics and all applicable BD policies, rules and procedures.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Drive sales revenue to exceed established quotas and contest qualifications.
• Defines and develops sustainable new business opportunities.
• Execute Clinical Assessments, lead Round table results discussions, and support standard new product implementation programs
• Builds and maintains balanced strategic business relationships in key accounts and partner relationships with BD Clinical Managers
• Performs product demonstrations, customer education and in-service as required or requested.
• Develops monthly, quarterly and annual plans crafted to meet revenue targets.
• Develops and maintains a level of excellence in clinical knowledge within respective disease states.
• Develops and maintains a level of excellence in territory management and selling skills.
• Deliver sales training to inside and field sales employees and channel partners as requested.
• Present sales modules, presentations/workshops, overall sales training curriculum at new hire training classes and sales meetings as requested.

ADDITIONAL RESPONSIBILITIES

• Control expenses within territory budgets and manage those resources according to BD guidelines and policies
• Maintains open, positive and productive lines of communication with the sales team, customer service, sales management and the home office staff.
• In all actions, demonstrates a primary dedication to patient safety and product quality by maintaining compliance to the BD Quality Policy and all other documented quality processes and procedures.
• Completes requested and required administrative duties in a timely manner including call reports, monthly results report and additional items as assigned.
• Develops and maintains accurate customer and account files, both written and electronic.
• Attend and represent BD at local, regional and national medical conferences.
• Perform special projects and additional duties as assigned.

QUALIFICATIONS

To perform this job successfully, an individual must perform each duty satisfactorily. The requirements included in this job description are representative of the knowledge, skill, and/or ability required. accommodations may be made to enable individuals with disabilities to perform the essential functions.

Strong interpersonal skills required in the areas of verbal and written communications, customer focus, professionalism, negotiating, mentoring, and team building.

Capable of detailed communication with a high proficiency in understanding written and verbal information. Strong listening and personal assessment skills

Strong capacity to adapt quickly to a changing environment. Strong information gathering ability, analysis, problem solving and independent thinking skills.

Demonstrates a sound understanding of basic mathematical processes and has little difficulty in assimilating information of a numerical nature.

Proficient in the use of a personal computer with intermediate level of keyboard