Territory Manager - Los Angeles North

Becton Dickinson Medical Devices•Warwick, RI

About The Position

We are the makers of possible BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities. We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us. The Territory Manager will be responsible for driving adoption of BD’s Biosurgery products and Surgiphor with physicians, clinicians, materials management and other key decision makers. Other essential functions of the position include: Presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals. These duties include, but not limited to: identifying, targeting and closing new business Providing on-site technical support during procedures to ensure proper use of the products. Training and educating physicians and hospital staff on the use of the products. Ensuring surgeons and staff have the most current product information available. Ensuring effective utilization of the products by all trained surgeons within territory. Maintains thorough knowledge and capabilities of BD’s products, channels, and methods of distribution. Responsible for meeting territory sales and profitability goals. Responsible for developing new prospects and establishing new customers. Informs customers of new and current products, back orders, general order status, current pricing structure, company policy changes, and forecasts for new needs. Achieves prompt, mutually satisfactory solution to customers’ complaints. Keeps promises and appointments. Exercises courtesy and ethical manners at all times. Attends customers’ meetings and trade shows with post-convention feedback. Informs District Manager and Franchise of significant market changes, competitive activity, customers’ credit status, and needed company policy changes. Should be thoroughly knowledgeable of competitive distribution, discounts, local terms, strategy, including strengths and weaknesses. Maintains equipment, advertising, and promotional matter in a presentable and orderly manner. Completes all paperwork on time and thoroughly; Keeps accurate up-to date account records; Utilizes sales funnel to set goals and target accounts; Devises and follows route plan guided by customers’ buying habits, current volume of orders, location of prospects, and competitive circumstances. 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. Stays within expense budget. Maintains relationships with the District Manager, fellow Territory Managers, and customers.

Requirements

Bachelor's degree in related discipline
A minimum of 2 – 3 years of relevant sales experienced is required.
Documentation of successful sales performance is required.
The ability to work in an operating room environment is required.
Strong interpersonal, oral, communication, organizational and planning skills
Must possess and maintain a valid drivers’ license and a driving record satisfactory to the Company.
Driving records may be monitored on an annual basis or as needed.
Must poses and maintain a criminal background satisfactory to BD.
Criminal backgrounds may be monitored on an annual basis or as needed.
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.
Thorough understanding of the needs/analysis approach to sales.
Understands contract administration and group purchasing.
Must live within assigned region
Travel – Approximately 80% of work time will be spent traveling, including overnight.
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’.

Nice To Haves

Operating room sales/medical device experience is preferred.
Procedure knowledge adequate to illustrate convincingly the benefits of BD’s products.
Basic anatomy – Ability to discuss the various products in relation to the human body.

Responsibilities

Presenting, educating, and providing in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals.
Identifying, targeting and closing new business
Providing on-site technical support during procedures to ensure proper use of the products.
Training and educating physicians and hospital staff on the use of the products.
Ensuring surgeons and staff have the most current product information available.
Ensuring effective utilization of the products by all trained surgeons within territory.
Maintaining thorough knowledge and capabilities of BD’s products, channels, and methods of distribution.
Meeting territory sales and profitability goals.
Developing new prospects and establishing new customers.
Informing customers of new and current products, back orders, general order status, current pricing structure, company policy changes, and forecasts for new needs.
Achieving prompt, mutually satisfactory solution to customers’ complaints.
Keeping promises and appointments.
Exercising courtesy and ethical manners at all times.
Attending customers’ meetings and trade shows with post-convention feedback.
Informing District Manager and Franchise of significant market changes, competitive activity, customers’ credit status, and needed company policy changes.
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
Utilizing sales funnel to set goals and target accounts
Devising and following route plan guided by customers’ buying habits, current volume of orders, location of prospects, and competitive circumstances.
Acquiring 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.
Maintaining relationships with the District Manager, fellow Territory Managers, and customers.