Territory Manager - St. Louis & Kansas City

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 As the Targeted Temperature Management (TTM) Territory Manager (TM), you will manage a territory base and expand the sales of BD-TTM products using a balanced selling approach that involves a focus on Key Accounts, differentiating products and therapies, programs, EMR-interoperability solutions, and product services within the TTM 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 Key Accounts.

The TM for TTM will be responsible for driving sales revenue to exceed division priorities, 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, and stay current on the product, programs, TTM solutions, and competitive knowledge.  

One must be able to manage challenging situations quickly, directly, and without hesitation and be both creative and expeditious with problem-solving.  Individuals will have experience calling upon and being comfortable in hospital, office, and clinical settings in Critical Care Units.  

The Territory Manager will develop key relationships through frequent and routine customer visits, product demonstrations, 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, the BioMed department, and executive hospital personnel.

The TM may be called upon to participate in the Field Sales Training program and/or provide services as a Field Sales Trainer.  The TM will also work closely with a Clinical Manager dedicated to the same accounts and tied to the same results associated with the TM. Individuals will manage their territory with integrity and in accordance with BD’s Code of Ethics and all applicable BD policies, rules, and procedures.

Territory Includes MO, IA, OK, two-thirds of IL 70% Travel

ESSENTIAL DUTIES AND RESPONSIBILITIES including the following.  Other duties may be assigned. • Drive sales revenue to exceed established priorities and revenue targets.

• Defines and develops sustainable new business opportunities.

• Builds and maintains sustainable strategic business relationships in key accounts.

• Performs product demonstrations, customer education, and in-service as required or requested.

• Develops monthly, quarterly, and annual plans designed 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.

• As requested, deliver sales training to inside and field sales employees and channel partners.

• Present sales modules, presentations/workshops, and overall sales training curriculum at new hire training classes and sales meetings as requested.

• 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 commitment to patient safety and product quality by maintaining compliance with 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 reports, 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 be able to perform each essential duty satisfactorily.  The requirements included in this job description are representative of the knowledge, skill, and/or ability required.  Reasonable 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, coaching, and team building.

• Capable of precise communication with a high competency 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 keyboarding skills, MS Excel, MS Word and Bard’s sales information systems.

• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards

EDUCATION and/or EXPERIENCE • BS/BS with two to four years of sales experience with demonstrated sales success.  Graduate degree preferred.

LANGUAGE SKILLS   • Ability to read, understand, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.

• Ability to effectively present information and respond to questions

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