Associate Territory Manager - Northern California





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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:
The Associate Territory Manager (ATM) is primarily responsible for providing field level support to physicians and other clinical professionals for the Interventional Surgery division in the utilization of our Surgical Solutions product portfolio. Working closely with Field Sales and Marketing, the ATM will execute field level surgical case support and professional training plans that help achieve annual sales targets. This includes 80% travel using extended stays in a field-based territory to build strong and lasting customer relationships, provide in-servicing support, product demonstrations, product assessments, and general account support activities in the safe and effective use our of product portfolio. Customers include physicians, nurses, technicians, administrators, office staff, sales staff and other hospital staff.

This is a developmental role designed to build strong clinical experience, develop selling skills, and lead qualified and proven individuals to the position of Territory Manager, which requires the ability to relocate anywhere in the U.S. to assume responsibility for an open territory. Associate 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. The ATM reports to the Regional Business Manager (RBM) and may also take direction from Territory Managers (TM) on the team.

Responsibilities:

• Attends sales training to learn and develop thorough knowledge of the BD Surgery Surgical Solutions product portfolio to effectively provide support to assigned team.
• Supports assigned team to drive sales revenue by playing a supporting role covering accounts, conducting product in-servicing, product assessments, and product demonstrations.
• Works closely with TM and RBM on planning and prioritization of sales calls, managing time effectively, informing of significant changes in customer accounts.
• Provides support for regional marketing events, conventions and symposia.
• Completes all paperwork on time and thoroughly; Keeps accurate up-to date account records; Utilizes sales funnel to set goals and target accounts.
• Maintains adequate supply of promotional tools (samples, brochures, videos).
• Informs customers of new and current pricing, backorders, and company policies.
• Builds and maintains sustainable business relationships within accounts supported.
• Utilizes 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.
• Coordinates and participates in local events such as seminars, roundtable discussions, advisory boards, etc.
• Assists in the development and implementation of marketing campaigns, promotional activities, and new product introductions.
• 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.

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