Associate Territory Manager - Columbus, OH

Becton Dickinson Medical Devices•Warwick, RI

3d•Onsite

About The Position

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 field.
0-2 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 state-issued license driver’s license with 3 years of consecutive driving history and meet BD’s auto safety standards.
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 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.
Must live in assigned region.

Responsibilities

Supporting BD’s Infection Prevention and Biosurgery products with physicians, clinicians, materials management and other key decision makers.
Coordinating with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases.
Working with sales management in prioritizing targeted customers, cases and training events.
Supporting the development of regional physician proctors to help with formal and informal training activities.
Conducting training and in-servicing for hospital surgery staff and support personnel.
Supporting the development of regional centers of excellence and working with Marketing on the execution of territory physician training seminars.
Providing support for regional marketing events, conventions and symposia.
Performing special projects and other duties as assigned.
Maintaining equipment, advertising, and promotional matter in a presentable and orderly manner.
Completing all paperwork on time and thoroughly; Keeping accurate up-to date account records; Using 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.
Acquiring comprehensive knowledge of prices, discounts, availability of each product and competition according to quality and quantity.
Maintaining 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.
Staying within expense budget.
Knowing and effectively using selling presentations as well as standard answers to objections.
Continually increasing knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecasting.
Maintaining relationships with the District Manager, Territory Managers, and customers.
Planning sales calls on a continuous basis and organizing time for effective coverage of the territory. A daily written plan is to be used.
Developing thorough knowledge of company policies and the ability to interpret them to customers and prospects.
Maintaining the company car in a clean, orderly, and serviceable condition.
Using to the best advantage nurses lectures, journal club meetings, local seminars, resident lectures, hospital displays and evaluation committee product presentations.