Territory Manager - Northern Virginia & Washington DC

About this role



 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 BD Interventional develops innovative, life-enhancing devices in the fields of surgical, endovascular, urological, and critical care interventions that not only meet clinical needs but also deliver value to health systems and improve the lives of patients. Our devices aim to advance the treatment of high-burden diseases while enabling surgical and interventional procedures.

Surgery In Surgery, our products empower providers to reduce the incidence of surgical complications, improve the patient experience, and lower the total cost of surgical care. Our Surgery business unit has been evolving with the help of new technologies. From hemostats and sealants to surgical instruments and infection prevention devices, we are changing the surgical world to improve operational outcomes. With your help, we plan to drive excellence in every corner of this industry, advancing the world of health through higher-quality products and a new standard of work.

Summary: As the Territory Manager (TM), you 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 Advanced Repair and Reconstruction (ARR) space. The TM is responsible for attaining sales goals established by the Company within the designated territory budget, growing sales of current accounts, and establishing new accounts. The TM is as a product expert, presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals. Territory Managers must conduct business with integrity and in accordance with BD’s Code of Ethics, BD Way, and all applicable policies, rules, and procedures.

Responsibilities:  • Develops thorough knowledge of all products in the ARR portfolio.

• Providing on-site technical support during procedures to ensure proper use of all products.

• Training and educating physicians and hospital staff on the use of all products.

• Ensuring surgeons and staff have the most current product information available.

• Ensuring effective utilization of products by all trained surgeons within territory.

• Responsible for meeting territory sales and profitability goals.

• Completes all administrative duties associated with position in a timely fashion.

• Informs customers of new and current pricing, backorders, and company policies.

• Executes effective sales strategies, tactics, and processes within the territory to promote the sale of products.  

• Monitors competitive activity, trends, and changes in market conditions and competitor’s strategy.  

• Analyzes territory sales performance, identifies areas of opportunity, and develops action plans to improve sales results.  

• Attends key regional and national trade shows and sales meetings.  

• Participates in local events such as seminars, roundtable discussions, advisory boards, etc.  

• Manages all aspects of the territory including but not limited to call planning, expense management, and sales forecasting.  

• Collaborates with other departments and functions to achieve desired business outcomes.  

• Establishes and maintains positive working relationships with all customers, distributors, sales representatives, clinical staff, and other healthcare professionals who influence purchasing decisions.  

• Develops and maintains a level of excellence in territory management and selling skills.

• Controls expenses within budget and manages available resources according to BD guidelines and policies.

• Maintains open, positive, and productive lines of communication with the sales team, customer service, sales management, and home office associates.

• In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the BD Quality Policy and all other documented quality processes and procedures.

• Reports customer complaints in accordance with BD’s complaint procedures.

• Ability to support BD Commercial Excellence by complying with daily, weekly, and monthly management rigor focused on growth to drive disciplined process excellence and accountability in SalesForce

• Successfully train on and consistently apply the BD Way of Selling 

• Develops and maintains a level of excellence in clinical knowledge relevant to product portfolio.

• Work a flexible work schedule and travel to meet the needs of Surgery customers.

• Other duties as assigned.

Qualifications: • Bachelor's degree required.

• Minimum of 4 years general sales experience, medical sales experience preferred.

• Ability to work in an Operating Room respectfully, tolerate observing surgeries, and potentially standing on feet for extensive hours.

• Thorough understanding of the needs/analysis approach to sales.

• Understands the product buyer concept.

• Understands contract administration.

• Understands principles of group purchasing to include research, formulating and recommend proposal.

• Demonstrated leadership skills.  

• Ability to effectively communicate complex concepts to others through clear writing and speaking skills.  

• Ability to analyze data and present findings for business decision making.  

• Strong persuasion and influencing skills.

• Strong organizational skills and time management skills.  

• Must possess strong interpersonal skills to interact with all levels of personnel, physicians, and administrators.  

• Strong time management skills

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