Associate Territory Manager - Charleston

Becton Dickinson Medical Devices•Warwick, RI

9d•Onsite

About The Position

The Associate Territory Manager (ATM) provides field-level support to physicians and other clinical professionals for BD Interventional Surgery’s Surgical Solutions product portfolio. Working closely with Field Sales and Marketing, the ATM supports surgical cases, delivers professional training, and contributes to annual sales targets. The role involves up to 80% travel, including extended stays in a field-based territory, to build customer relationships and provide in-servicing, product demonstrations and assessments, and general account support for the safe and effective use of the products. Customers include physicians, nurses, technicians, administrators, office staff, sales staff, and other hospital personnel. This is a developmental role intended to build clinical experience and selling skills and prepare qualified individuals for a Territory Manager position. Progression may require relocating anywhere in the United States to assume an open territory. The ATM reports to the Regional Business Manager and may also receive direction from Territory Managers. The role requires conducting business in accordance with BD’s Code of Ethics, BD Way, policies, rules, and procedures, and maintaining a commitment to patient safety and product quality. The position is field-based and requires living within the assigned region. It includes substantial travel, potentially multiple overnight stays, and flexibility to support cases outside routinely designated locations. The ATM must be able to work respectfully in operating rooms, tolerate observing surgeries, and potentially stand for extended periods. Early-morning or extended-hour cases may require schedule flexibility.

Requirements

Bachelor’s degree required.
At least 2 years of sales experience.
Ability to work respectfully in an operating room, tolerate observing surgeries, and potentially stand for extended periods.
Flexibility to meet early-morning and extended-hour case demands.
Demonstrated leadership, persuasion, and influencing skills.
Ability to communicate complex concepts clearly in writing and speaking.
Ability to analyze data and present findings for business decision-making.
Strong interpersonal skills for interacting with personnel at all levels, physicians, and administrators.
Strong organizational and time-management skills, including the ability to manage multiple priorities and meet deadlines.
Self-motivated, willing to take on additional responsibilities, and able to balance priorities with minimal direction.
Good judgment and professional behavior.
Ability to build and sustain professional relationships with hospitals, sales personnel, and home-office personnel.
Ability to present information effectively and respond to questions from healthcare professionals, executives, managers, clients, and customers.
Proficiency in Microsoft Office Suite.
Ability to travel up to 80%, including multiple overnight stays, and support the assigned region.
Flexibility to cover open territories outside routinely designated locations when assigned, potentially requiring additional travel.
Willingness to relocate for available Territory Manager positions.
Valid driver’s license and a driving record satisfactory to the company; driving records may be monitored annually or as needed.
Criminal background satisfactory to BD; background status may be monitored annually or as needed.
Ability to meet and maintain customer and medical-facility access requirements, including applicable regular or periodic drug screenings with satisfactory results.
Ability to maintain vendor credentialing.
Must live within the assigned region.

Responsibilities

Attend sales training and develop thorough knowledge of BD Surgery’s Surgical Solutions product portfolio.
Support the assigned team in driving sales revenue by covering accounts and conducting product in-servicing, assessments, and demonstrations.
Work with the Territory Manager and Regional Business Manager to plan and prioritize sales calls, manage time, and communicate significant customer-account changes.
Support regional marketing events, conventions, and symposia; attend key regional and national trade shows and sales meetings.
Complete paperwork thoroughly and on time, maintain accurate and current account records, and use the sales funnel to set goals and target accounts.
Maintain an adequate supply of promotional tools, including samples, brochures, and videos.
Inform customers about new and current pricing, backorders, and company policies.
Build and maintain sustainable business relationships within supported accounts.
Use effective sales strategies, tactics, and processes to promote product sales within the territory.
Monitor competitive activity, market trends, market conditions, and competitor strategies.
Analyze territory sales performance, identify opportunities, and develop action plans to improve results.
Coordinate and participate in local seminars, roundtable discussions, advisory boards, and other events.
Assist with developing and implementing marketing campaigns, promotional activities, and new product introductions.
Collaborate with other departments and functions to achieve business outcomes.
Establish and maintain positive working relationships with customers, distributors, sales representatives, clinical staff, and other healthcare professionals who influence purchasing decisions.
Develop and maintain excellence in territory management, selling skills, and clinical knowledge relevant to the product portfolio.
Control expenses within budget and manage resources in accordance with BD guidelines and policies.
Maintain productive communication with the sales team, customer service, sales management, and home-office associates.
Continually increase knowledge of business, technological, and sociological trends; sales skills; promotion techniques; new products; and sales forecasting.
Develop knowledge of company policies and explain them to customers and prospects.
Maintain the company car in a clean, orderly, and serviceable condition.
Use nurses’ lectures, journal clubs, local seminars, resident lectures, hospital displays, and evaluation-committee presentations to support product education and sales.
Maintain compliance with BD’s Quality Policy and documented quality processes and procedures, and report customer complaints in accordance with complaint procedures.
Perform other duties as assigned.