Territory Manager - Northern Virginia & Washington DC

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:

As the Territory Manager (TM), you 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 Advanced Repair and Reconstruction (ARR) 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. The TM is as a product expert, presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals. 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.

Responsibilities:

• Develops thorough knowledge of all products in the ARR portfolio.
• Providing on-site technical support during procedures to ensure proper use of all products.
• Training and educating physicians and hospital staff on the use of all products.
• Ensuring surgeons and staff have the most current product information available.
• Ensuring effective utilization of products by all trained surgeons within territory.
• Responsible for meeting territory sales and profitability goals.
• Completes all administrative duties associated with position in a timely fashion.
• Informs customers of new and current pricing, backorders, and company policies.
• Executes 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.
• Participates in local events such as seminars, roundtable discussions, advisory boards, etc.
• Manages all aspects of the territory including but not limited to call planning, expense management, and sales forecasting.
• 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.
• 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.
• Ability to support BD Commercial Excellence by complying with daily, weekly, and monthly management rigor focused on growth to drive disciplined process excellence and accountability in SalesForce
• Successfully train on and consistently apply the BD Way of Selling
• Develops and maintains a level of excellence in clinical knowledge relevant to product portfolio.
• Work a flexible work schedule and travel to meet the needs of Surgery customers.
• Other duties as assigned.

Qualifications:

• Bachelor's degree required.
• Minimum of 4 years general sales experience, medical sales experience preferred.
• Ability to work in an Operating Room respectfully, tolerate observing surgeries, and potentially standing on feet for extensive hours.
• Thorough understanding of the needs/analysis approach to sales.
• Understands the product buyer concept.
• Understands contract administration.
• Understands principles of group purchasing to include research, formulating and recommend proposal.
• Demonstrated leadership 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 persuasion and influencing skills.
• Strong organizational skills and time management skills.
• Must possess strong interpersonal skills to interact with all levels of personnel, physicians, and administrators.
• Strong 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 read, understand, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• 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.
• 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.
• Maintain vendor credentialing.

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.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.

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

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles.

$125,992 - $207,888 - Base + Incentive

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.

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.

Required Skills

Optional Skills