Intraop Territory Manager - Omaha

Becton Dickinson Medical Devices•Warwick, RI

2d•Remote

About The Position

The IntraOp Territory Manager manages and grows sales of BD products in the Surgical Solutions portfolio within an assigned territory. The role is accountable for territory sales and profitability goals, growing current accounts, and developing new prospects and customers. As a product expert, the Territory Manager presents products and provides education, in-services, and on-site technical support to surgeons, operating room staff, and other healthcare personnel to promote proper use and effective utilization of BD products. The position requires developing strong clinical and product knowledge, monitoring market and competitive activity, managing customer relationships, planning territory coverage, and communicating with sales, customer service, management, and home-office colleagues. The Territory Manager works in accordance with BD’s Code of Ethics, BD Way, quality requirements, and applicable policies, and supports patient safety and product quality. The role involves a flexible schedule and travel to meet customer needs, with travel of up to 80%, including multiple overnights.

Requirements

Bachelor’s degree.
At least 4 years of general sales experience; medical sales experience is preferred.
Demonstrated successful sales performance.
Ability to work respectfully in an operating room, tolerate observing surgeries, and potentially stand for extended periods.
Demonstrated leadership skills.
Clear written and verbal communication skills, including the ability to explain complex concepts.
Ability to analyze data and present findings for business decisions.
Strong persuasion and influencing skills.
Strong organizational and time-management skills, with the ability to manage multiple priorities and meet deadlines.
Self-motivated, able to take on additional responsibilities, and able to balance priorities with minimal direction.
Good judgment and professional behavior.
Ability to build and sustain professional relationships with hospitals, physicians, administrators, sales colleagues, and home-office personnel.
Ability to read, understand, analyze, and interpret business periodicals, professional journals, technical procedures, and governmental regulations.
Ability to present information effectively and respond to questions from healthcare professionals, executives, managers, clients, and customers.
Understanding of contract administration and group purchasing.
Detailed understanding of the needs-analysis approach to sales.
Proficiency in Microsoft Office Suite.
Ability to travel up to 80%, including multiple overnight trips.
Valid driver’s license and a driving record satisfactory to BD; driving records may be monitored.
Criminal background satisfactory to BD; criminal backgrounds may be monitored.
Ability to meet and maintain customer or medical-facility access requirements, including any required periodic drug screenings with satisfactory results.
Ability to maintain vendor credentialing.

Nice To Haves

Medical sales experience.

Responsibilities

Develop thorough knowledge of all products in the Surgical Solutions portfolio and maintain current knowledge of new products, product capabilities, distribution channels, and methods.
Present, educate, and provide in-services on the proper use of BD products to surgeons, operating room staff, and other individuals.
Provide on-site technical support during procedures to help ensure products are used properly.
Train and educate physicians and hospital staff, provide current product information, and promote effective utilization of products by trained surgeons in the territory.
Meet territory sales and profitability goals within the designated territory budget.
Develop new prospects, establish new customers, and grow sales in current accounts.
Inform customers about products, backorders, order status, pricing, policy changes, and forecasts for new needs.
Resolve customer complaints promptly and reach mutually satisfactory solutions.
Attend customer meetings and tradeshows and provide post-convention feedback.
Inform the Regional Manager and Franchise of significant market changes, competitive activity, customer credit status, and needed policy changes.
Maintain detailed knowledge of competitors’ distribution, discounts, local terms, strategies, strengths, weaknesses, prices, availability, and product quality and quantity.
Continually develop knowledge of business, technology, and sociological trends; sales skills; promotion techniques; new products; and sales forecasting.
Manage relationships with the Regional Manager, fellow Territory Managers, and customers.
Plan sales calls continuously, organize territory coverage, and use a daily written plan.
Use nurse lectures, journal club meetings, local seminars, resident lectures, hospital displays, and evaluation committee presentations effectively.
Control expenses within budget and manage resources according to BD guidelines and policies.
Maintain productive communication with the sales team, customer service, sales management, and home-office associates.
Maintain compliance with the BD Quality Policy and documented quality processes, and report customer complaints according to BD procedures.
Maintain excellent clinical knowledge relevant to the product portfolio.
Support BD Commercial Excellence by following daily, weekly, and monthly management rigor in Salesforce.
Complete training on and consistently apply the BD Way of Selling.
Work a flexible schedule and travel to meet the needs of Surgery customers.
Perform other duties as assigned.