Endourology Territory Manager

Becton Dickinson Medical Devices•Los Angeles, CA

5d•Remote

About The Position

The Endourology Territory Manager drives sales growth and market share within an assigned territory by promoting BD’s Endourology portfolio, including products and technologies used to treat kidney stone disease, ureteral strictures, BPH, and other minimally invasive urologic conditions. The role develops and executes territory business plans, identifies growth opportunities, expands utilization within existing accounts, and builds relationships with physicians, clinicians, supply chain teams, and healthcare administrators. The Territory Manager works with Procedural Sales Specialists, Regional Sales Managers, Directors of National Accounts, and Strategic Customer teams to carry out local and regional growth initiatives. The role supports hospitals, ambulatory surgery centers, physician offices, and health systems through account development, product evaluations, physician training, case coverage, technology adoption, product education, in-service training, and clinical support. It reports directly to the Regional Sales Manager. The position is field-based and requires extensive travel within the assigned territory. BD states that workplace arrangements for remote or field-based roles differ from its general on-site collaboration policy.

Requirements

Bachelor’s degree.
At least two years of successful sales experience.
Ability to build relationships and influence multiple stakeholders in complex healthcare environments.
Knowledge of hospital purchasing processes, IDN structures, value analysis committees, and physician decision-making dynamics.
Demonstrated ability to meet or exceed sales objectives and manage a sales territory effectively.
Strong business planning, organizational, and time-management skills.
Excellent verbal, written, and presentation skills.
Proficiency with CRM platforms, Salesforce, Microsoft Office Suite, and business planning tools.
Ability to travel extensively within the assigned territory.

Nice To Haves

Sales experience in medical devices, healthcare, surgical technologies, or related industries.
Urology, Endourology, operating room, capital equipment, or healthcare sales experience.

Responsibilities

Develop and maintain relationships with urologists, physicians, nurses, healthcare administrators, supply chain leaders, and other key decision-makers in assigned accounts.
Drive Endourology portfolio sales through territory planning, account penetration, and opportunity management.
Identify customer needs and position BD solutions to improve clinical outcomes, procedural efficiency, and economic value.
Support product evaluations, physician training, case coverage, and technology adoption.
Collaborate with Directors of National Accounts and Strategic Customer teams on IDN, health system, and GPO initiatives.
Identify and execute competitive conversions and new-business development strategies.
Gather competitive intelligence on market trends, customer needs, product offerings, and pricing dynamics.
Maintain a sales pipeline and use CRM tools to manage opportunities, forecast business, and support disciplined execution.
Conduct business reviews with management and provide accurate sales forecasts and territory updates.
Analyze account performance and implement action plans to address declining sales or maximize growth opportunities.
Deliver product education, in-service training, and clinical support to customers as needed.
Comply with company policies, industry regulations, and ethical business practices.