Associate Territory Manager - Charlotte (Field)

Becton Dickinson Medical Devices•Warwick, RI

19d•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, which offers infection prevention and biosurgical products such as ChloraPrep skin prep, Arista Absorbable Hemostat, and Progel Air Leak Sealant. Working closely with field sales and Marketing, the ATM supports surgical cases and delivers professional training to help achieve annual sales targets. The role involves 80% travel, including overnight travel and extended stays in the field-based territory, to build customer relationships. Customers include physicians, nurses, technicians, administrators, office staff, sales personnel, and other hospital personnel. Successful Associates may progress to formal territory responsibility as a Territory Manager and must be willing to relocate anywhere in the U.S. to assume an open territory. The ATM supports BD Infection Prevention and Biosurgery products with physicians, clinicians, materials management, and other key decision makers. Responsibilities span customer training and technical support, clinical case support, account and sales planning, product education, event support, and territory administration. The role is field-based and requires the ability to work in an operating room environment and meet customer and medical-facility access requirements.

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 to fill an open Territory Manager position anywhere in the U.S.
Ability to travel 80%, including overnight travel.
Must possess and maintain a valid driver’s license and a driving record satisfactory to the Company.
Must meet and maintain customer and medical-facility access requirements.
Understand a needs-analysis approach to sales, the product buyer concept, and contract administration.
Understand group purchasing principles, including researching, formulating, and recommending a proposal.
Demonstrated ability to discuss products in relation to the human body.
Familiarity with medical and surgical terminology.
Proven ability to build relationships with internal customers—including Sales Training, Marketing, National Accounts, Customer Service, Contracts, and Field Sales—and external customers, including KOLs, surgeons, physicians, nurses, and sourcing contacts.
Must live within the assigned region.
Must maintain a valid state-issued driver’s license, have three years of consecutive driving history, and meet BD’s auto safety standards.

Nice To Haves

1–2 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 development of regional centers of excellence and work with Marketing to execute territory physician training seminars.
Support regional marketing events, conventions, and symposia.
Complete special projects and other duties as assigned.
Maintain equipment, advertising, and promotional materials in presentable and orderly 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 afternoon calls, a minimum of three operating rooms per day, and four surgeon contacts per day; contact doctors in their offices when they are unavailable at the hospital.
Learn and maintain knowledge of product prices, discounts, availability, competition, and product quality and quantity.
Maintain adequate supplies of promotional tools, including samples, brochures, and videos.
Maintain basic and current knowledge of products and use that knowledge to conduct in-service education at hospitals.
Stay within the expense budget and use selling 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 and organize time for effective territory coverage, using a daily written plan.
Develop knowledge of company policies and explain them to customers and prospects.
Maintain the company car in clean, orderly, and serviceable condition.
Use nurses’ lectures, journal club meetings, local seminars, resident lectures, hospital displays, and evaluation committee product presentations effectively.