Associate Territory Manager - Boston

Becton Dickinson Medical Devices•Warwick, RI

2d•Onsite

About The Position

The Associate Territory Manager (ATM) provides field-level support to physicians and other clinical professionals for BD’s Interventional Surgery division, supporting Infection Prevention and Biosurgery products. In collaboration with field sales and Marketing, the ATM delivers surgical case support and professional training to help achieve annual sales targets. The role involves 80% travel, including overnight travel and extended stays in a field-based territory, and requires building relationships with customers such as physicians, nurses, technicians, administrators, office staff, sales personnel, and other hospital personnel. Successful associates may eventually assume formal territory responsibility as a Territory Manager and must be willing to relocate anywhere in the U.S. to fill an open territory. The position requires working in an operating room environment, living within the assigned region, and meeting customer and medical-facility access requirements. BD describes this role as field-based, with workplace arrangements differing from its general expectation of at least four days per week of in-office presence. The listed primary work location is Warwick, Rhode Island. The annual salary range is $66,700 to $106,700. Employment for certain BD roles may be contingent on proof of full COVID-19 vaccination; accommodations are considered under applicable law.

Requirements

Bachelor’s degree in a related discipline.
Ability to work in an operating room environment.
Strong interpersonal, oral communication, organizational, and planning skills.
Good judgment and maturity.
Willingness to relocate anywhere in the U.S. to fill an open Territory Manager position.
Ability to travel 80%, including overnight travel.
Must live within the assigned region.
Must possess and maintain a valid state-issued driver’s license and meet BD’s auto safety standards; the posting also specifies three years of consecutive driving history.
Ability to meet and maintain customer and medical-facility access requirements.
Understanding of needs-analysis sales, the product-buyer concept, and contract administration.
Understanding of group purchasing principles, including researching, formulating, and recommending a proposal.
Ability to discuss products in relation to the human body.
Familiarity with medical and surgical terminology.
Proven ability to build strong relationships with internal customers—including Sales Training, Marketing, National Accounts, Customer Service, Contracts, and the Field Sales Team—and external customers, including KOLs, surgeons, physicians, nurses, and sourcing contacts.

Nice To Haves

0–2 years of general sales experience preferred.
Experience working in a team environment, particularly with salespeople.

Responsibilities

Coordinate with field sales on the logistics, timing, duration, strategy, and execution of customer training and technical support for clinical cases.
Work with sales management to prioritize targeted customers, cases, and training events.
Support the development of regional physician proctors for formal and informal training activities.
Conduct training and in-servicing for hospital surgery staff and support personnel.
Support the development of regional centers of excellence and work with Marketing to execute territory physician training seminars.
Provide support for regional marketing events, conventions, and symposia.
Perform special projects and other assigned duties.
Maintain equipment, advertising, and promotional materials in an orderly and presentable condition.
Complete paperwork thoroughly and on time, maintain accurate and current account records, and use the sales funnel to set goals and target accounts.
Use selling time productively, including late-afternoon calls, a minimum of three operating rooms per day, and four surgeon contacts per day; contact doctors unavailable at the hospital in their offices.
Maintain knowledge of product prices, discounts, availability, and competition, and keep an adequate supply of promotional tools such as samples, brochures, and videos.
Learn new products and apply product knowledge when conducting in-service education at hospitals.
Stay within the expense budget and use sales presentations and standard responses to objections effectively.
Continually develop knowledge of business, technological, and sociological trends, sales skills, promotion techniques, new products, and sales forecasting.
Maintain relationships with the District Manager, Territory Managers, and customers.
Plan sales calls continuously, organize time for effective territory coverage, and use a daily written plan.
Learn company policies and interpret them for customers and prospects.
Keep the company car clean, orderly, and serviceable.
Use nurses’ lectures, journal club meetings, local seminars, resident lectures, hospital displays, and evaluation committee product presentations effectively.