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Territory Manager – Surgical Specialties

Becton Dickinson & Company

This is a Full-time position in New Orleans, LA posted November 15, 2021.

Job Description

Be part of something bigger!

BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics and the delivery of care.

We have over 65,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.

Location : This is a field based role based in New Orleans, LA

Division Description:

The BD Interventional Surgery Division offers a broad range of infection prevention and biosurgery products, including ChloraPrep skin prep, Arista Absorbable Hemostat, and Progel Air Leak Sealant.

The Territory Manager (TM) will manage a territory base and expand the sales of BD products using a balanced selling approach that involves a focus on key differentiating products, programs and services within the infection prevention and biosurgery space. The TM is responsible for attaining sales goals established by the Company within the designated territory budget, growing sales of current accounts, and establishing new accounts. 

Position Responsibilities:

-The Territory Manager will be responsible for supporting BD’s Infection Prevention and Biosurgery products 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 accurately using the Company’s products to surgeons, OR staff, and other individuals. These duties include, but not limited to:

– Providing on-site technical support during procedures to ensure accurate 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 detailed knowledge and capabilities of BD’s products, channels, and methods of distribution.

– Responsible for meeting territory sales and profitablility goals.

– Responsible for developing new prospects and establishing new customers.

– Advises customers of new and current products, backorders, general order status, current pricing structure, company policy changes, and forecasts for new needs.

– Achieves timely, mutually satisfactory solution to customers’ complaints.

– Keeps promises and appointments.

Exercises courtesy and ethical manners at all times.

– Attends customers’ meetings and tradeshows with post-convention feedback.

– Advises 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.

– Accurate 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

– Acquires extensive knowledge of prices, discounts, availability of each product and competition according to quality and quantity

– Maintains adequate supply of promotional tools (samples, brochures, videos)

– Stays within expense budget

– Knows and optimally uses selling presentations as well as standard answers to objections

– Continually increases knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecasting

– Plans sales calls on a continuous basis and coordinates time for effective coverage of the territory.

A daily written plan is to be used

– Uses to the best advantage nurses lectures, journal club meetings, local seminars, resident lectures, hospital displays and evaluation committee product presentations

Basic Qualifications:

– Bachelors degree in related discipline

– A minimum of 2 – 3 years of relevant sales experienced is required. 

– Operating room sales/medical device experience is preferred. 

– 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

– Proven track record building positive relationships with Internal Customers – Sales Training, Marketing, National Accounts, Customer Service, Contracts, Field Sales Team and External Customers – KOLs, Surgeons, Physicians, Nurses, and Sourcing.

– Detailed 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 drivers license and meet BDs auto safety standards.

Why join us?

A career at BD means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work.

Here our associates can fulfill their life’s purpose through the work that they do every day.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture.

Our Total Rewards program — which includes competitive pay, benefits, continuous learning, recognition, career growth, and life balance components — is designed to support the varying needs of our diverse and global associates.

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer.

We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status