Associate Territory Manager - Charleston SC

Becton Dickinson Medical Devices•Warwick, RI

11d•Onsite

About The Position

We are the makers of possible 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. We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us. Division Description: The BD Interventional Surgery Division offers a broad range of infection prevention and biosurgical products, including ChloraPrep skin prep, Arista Absorbable Hemostat, and Progel Air Leak Sealant. The Associate Territory Manager (ATM) is primarily responsible for providing field level support to physicians and other clinical professionals for the Interventional Surgery division. 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. Customers include physicians, nurses, technicians, administrators, office staff, sales personnel and other hospital personnel. If successful, this role will eventually lead to formal territory responsibility as a Territory Manager. Associate Territory Managers must be open to relocation anywhere in the U.S. to assume responsibility for an open territory.

Requirements

Bachelor's degree in related discipline required.
1-2 years general sales experience preferred
Experience working in a team environment, particularly with sales people
The ability to work in an operating room environment is required
Strong interpersonal, oral, communication, organizational and planning skills
Good judgment and maturity
Willing to relocate to fill an open Territory Manager position.
Ability to travel 80%, including overnight travel
Must possess and maintain a valid drivers’ license and a driving record satisfactory to the Company
Must be able to meet and maintain customer/medical facility access requirements
Understand a needs analysis approach to sales, the product buyer concept, and contract administration
Understands principles of group purchasing to include research, formulating and recommending a proposal
Demonstrated ability to discuss the various products in relation to the human body
Familiarity with medical and surgical terminology
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
Must live within assigned region
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’.

Responsibilities

Coordinates with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases
Works with sales management in prioritizing targeted customers, cases and training events
Supports the development of regional physician proctors to help with formal and informal training activities
Conducts training and in-servicing for hospital surgery staff and support personnel
Supports the development of regional centers of excellence and works with Marketing on the execution of territory physician training seminars
Provides support for regional marketing events, conventions and symposia
Performs special projects and other duties as assigned
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
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, 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