Territory Manager - Knoxville/Chattanooga

Becton Dickinson; Franklin Lakes (NJ); On-site; USD 90,000 - 130,000; Full time

Job summary

Becton, Dickinson and Company (BD) is seeking a Territory Manager for the Interventional Surgery division in New Jersey. You will manage a territory, drive sales of infection prevention and biosurgery products, and educate surgeons and hospital staff on proper usage.

The role requires establishing new accounts, meeting sales targets, and maintaining up-to-date product knowledge while staying compliant with company policy. Occasional travel and on-site presence are expected.

Qualifications

• Bachelor's degree in related discipline required.
• Minimum 2 years of relevant sales/marketing experience.

Responsibilities

• Manage a sales territory for BD Infection Prevention and Biosurgery products.
• Present and educate surgeons, OR staff, and clinicians on product use.
• Provide on-site technical support during procedures.
• Train physicians and hospital staff on product usage.
• Develop new accounts and meet territory sales and profitability goals.

Skills

Territory sales

Relationship building

Presentation skills

Communication skills

Organizational skills

Education

Bachelor's degree in related discipline

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

The BD Interventional Surgery Division offers a broad range of infection prevention and biosurgery products, including Surgiphor 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.

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.
• 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.

Qualifications

• Bachelor's degree in related discipline
• A minimum of 2 years of relevant sales/marketing 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 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.
• 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.

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?

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.

Primary Work Location USA NJ - Franklin Lakes Additional Locations Work Shift

Work Shift 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.