Associate Territory Manager - Northern California

Job Description

BD Interventional develops innovative, life-enhancing devices in the fields of surgical, endovascular, urological, and critical care interventions that not only meet clinical needs but also deliver value to health systems and improve the lives of patients. Our devices aim to advance the treatment of high-burden diseases while enabling surgical and interventional procedures.

Surgery

In Surgery, our products empower providers to reduce the incidence of surgical complications, improve the patient experience, and lower the total cost of surgical care. Our Surgery business unit has been evolving with the help of new technologies. From hemostats and sealants to surgical instruments and infection prevention devices, we are changing the surgical world to improve operational outcomes. With your help, we plan to drive excellence in every corner of this industry, advancing the world of health through higher-quality products and a new standard of work.

Summary:

The Associate Territory Manager (ATM) is primarily responsible for providing field level support to physicians and other clinical professionals for the Interventional Surgery division in utilization of our Surgical Solutions product portfolio. Working closely with Field Sales and Marketing, the ATM will execute field level surgical case support and professional training plans that help achieve annual sales targets. This includes 80% travel using extended stays in a field-based territory to build strong and lasting customer relationships, provide in-servicing support, product demonstrations, product assessments, and general account support activities in the safe and effective use our of product portfolio. Customers include physicians, nurses, technicians, administrators, office staff, sales staff and other hospital staff.

This is a developmental role designed to build strong clinical experience, develop selling skills, and lead qualified and proven individuals to the position of Territory Manager, which requires the ability to relocate anywhere in the U.S. to assume responsibility for an open territory. Associate Territory Managers must conduct business with integrity and in accordance with BD’s Code of Ethics, BD Way, and all applicable policies, rules, and procedures. The ATM reports to the Regional Business Manager (RBM) and may also take direction from Territory Managers (TM) on the team.

Responsibilities:

• Attends sales training to learn and develop thorough knowledge of the BD Surgery Surgical Solutions product portfolio to effectively provide support to assigned team.
• Supports assigned team to drive sales revenue by playing a supporting role covering accounts, conducting product in-servicing, product assessments, and product demonstrations.
• Works closely with TM and RBM on planning and prioritization of sales calls, managing time effectively, informing of significant changes in customer accounts.
• Provides support for regional marketing events, conventions and symposia.
• Completes all paperwork on time and thoroughly; Keeps accurate up- to date account records; Utilizes sales funnel to set goals and target accounts.
• Maintains adequate supply of promotional tools (samples, brochures, videos).
• Informs customers of new and current pricing, backorders, and company policies.
• Builds and maintains sustainable business relationships within accounts supported.
• Utilizes effective sales strategies, tactics, and processes within the territory to promote the sale of products.
• Monitors competitive activity, trends, and changes in market conditions and competitor’s strategy.
• Analyzes territory sales performance, identifies areas of opportunity, and develops action plans to improve sales results.
• Attends key regional and national trade shows and sales meetings.
• Coordinates and participates in local events such as seminars, roundtable discussions, advisory boards, etc.
• Assists in the development and implementation of marketing campaigns, promotional activities, and new product introductions.
• Collaborates with other departments and functions to achieve desired business outcomes.
• Establishes and maintains positive working relationships with all customers, distributors, sales representatives, clinical staff, and other healthcare professionals who influence purchasing decisions.
• Develops and maintains a level of excellence in territory management and selling skills.
• Controls expenses within budget and manages available resources according to BD guidelines and policies.
• Maintains open, positive, and productive lines of communication with the sales team, customer service, sales management, and home office associates.
• Develops and maintains a level of excellence in clinical knowledge relevant to product portfolio.
• Continually increases knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecasting.
• Develops thorough knowledge of company policies and the ability to interpret them to customers and prospects.
• Maintains the company car in a clean, orderly, and serviceable condition.
• Uses to the best advantage nurses lectures, journal club meetings, local seminars, resident lectures, hospital displays and evaluation committee product presentations.
• In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the BD Quality Policy and all other documented quality processes and procedures.
• Reports customer complaints in accordance with BD’s complaint procedures.
• Other duties as assigned.

Qualifications:

• Bachelor's degree required.
• Minimum of 2 years sales experience.
• Ability to work in an Operating Room respectfully, tolerate observing surgeries, and potentially standing on feet for extensive hours.
• Ability to be flexible with schedule and meet the demands of early morning or extended hour cases.
• Demonstrated leadership, persuasion and influencing skills.
• Ability to effectively communicate complex concepts to others through clear writing and speaking skills.
• Ability to analyze data and present findings for business decision making.
• Strong interpersonal skills to interact with all levels of personnel, physicians, and administrators.
• Strong organizational and time management skills with an ability to maintain numerous priorities and meet established deadlines.
• Self-motivated, takes on additional responsibilities, and balances priorities with minimal direction.
• Good judgment and professional behavior.
• Ability to effectively build and sustain professional relationships with hospital, other sales and home office personnel.
• Ability to effectively present information and respond to questions from groups of healthcare professionals, executives, managers, clients and customers.
• Proficiency in Microsoft Office Suite.
• Ability to travel up to 80%, including multiple overnights, supporting region as assigned.
• Ability to be flexible and pivot to cover open territories as needed within region outside of routinely designated locations as assigned by Regional Business Manager, which may require additional travel.
• Willingness to relocate for available Territory Manager positions.
• 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 possess and maintain a criminal background satisfactory to BD. Criminal backgrounds may be monitored on an annual basis or as needed.
• Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced.
• Must maintain vendor credentialing.
• Must living within assigned region.

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.

To learn more about BD visit [https://bd.com/careers](https://bd.com/careers)

At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to investing in our associates by providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs, which you can learn more about on our career site under "[_Our Commitment to You_](https://jobs.bd.com/en/your-career-at-BD)."

Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges to ensure they remain aligned with market standards and internal equity. Factors, such as location, contribute to the range displayed.

Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.

Salary Range Information

$66,700.00 - $106,700.00 USD Annual Relocation Assistance: Not Available For This Position. Only Applicants Who Do Not Require Relocation May Be Considered.

Why Join Us?

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

To learn more about BD visit [_https://bd.com/careers_](https://bd.com/careers).

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally-protected characteristics.