Associate Territory Manager- Atlanta

Job Description Summary

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.
Primarily responsible for providing field level support to physicians and other clinical professionals. Working closely with field sales and Marketing, executes field level surgical case support and professional training plans that help achieve annual sales targets. Travels extensively, using extended stays in a field based territory to build strong and lasting customer relationships. Target customers include physicians, nurses, technicians, administrators, office staff, sales personnel and others whose responsibilities may require the need for knowledgeable support of Davol products. If successful, this role will eventually lead to formal territory responsibility as a Territory Manager. Associate Territory Managers must be open to relocation anywhere in the U.S. to assume responsibility for an open territory.
ESSENTIAL FUNCTIONS OF THE POSITION:
• Coordinates with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases.
• Works with sales management in prioritizing targeted customers, cases and training events.
• Supports the development of regional physician proctors to help with formal and informal training activities.
• Conducts training and in-servicing for hospital surgery staff and support personnel.
• Supports the development of regional centers of excellence and works with Marketing on the execution of territory physician training seminars.
• Provides support for regional marketing events, conventions and symposia.
• Performs special projects and other duties as assigned.
SPECIFIC RESPONSIBILITIES:
• Maintains equipment, advertising, and promotional matter in a presentable and orderly manner.
• Organization: (A) Completes all paperwork on time and thoroughly; (B) Keeps accurate up-to-date account records; (C) Utilizes funnel to set goals and target accounts.
• Proper use of productive selling time; i.e., dealer 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 to be contacted in their office.
• Acquires comprehensive knowledge of prices, discounts, availability of each product according to quality and quantity.
• Maintains adequate supply of promotional tools (samples, brochures, videos).
• Must have all basic product knowledge and acquire knowledge of all new products added to the line. Must be able to apply this knowledge to adequately conduct in-service education to all hospitals.
• Stays within expense budget.
• Knows and effectively uses selling presentations as well as standard answers to objections.
• Recognizes need for continual training. To upgrade knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, sales forecast ability.
• Maintains judicious relations with District Manager, Territory Managers, and customers.
• Plans sales calls on a continuous basis, organizes time for effective coverage of territory, elimination of needless driving. A daily written plan is to be used.
• Develops thorough knowledge of company policies, 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.
QUALIFICATIONS, KNOWLEDGE AND SKILLS REQUIRED:
• Bachelor's degree required.
• 1-3 years general sales experience.
• Experience working in a team environment, particularly with sales people.
• Strong interpersonal, oral, communication, organizational and planning skills.
• Good judgment and maturity.
• Willing to relocate to fill an open Full Line Territory Manager position.
• Ability to travel 80%, including overnight travel.
• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
• 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.
ADDITIONAL DESIRABLE QUALIFICATIONS SKILLS AND KNOWLEDGE:
• Understands 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.
• Basic anatomy - Ability to discuss the various products in relation to the human body.
• Familiarity with medical and surgical terminology.
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 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.
To learn more about BD visit https://jobs.bd.com/
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.

Job Description

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. 

Primarily responsible for providing field level support to physicians and other clinical professionals.  Working closely with field sales and Marketing, executes field level surgical case support and professional training plans that help achieve annual sales targets. Travels extensively, using extended stays in a field based territory to build strong and lasting customer relationships.  Target customers include physicians, nurses, technicians, administrators, office staff, sales personnel and others whose responsibilities may require the need for knowledgeable support of Davol products. If successful, this role will eventually lead to formal territory responsibility as a Territory Manager.  Associate Territory Managers must be open to relocation anywhere in the U.S. to assume responsibility for an open territory.

ESSENTIAL FUNCTIONS OF THE POSITION:

• Coordinates with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases.

• Works with sales management in prioritizing targeted customers, cases and training events.

• Supports the development of regional physician proctors to help with formal and informal training activities.

• Conducts training and in-servicing for hospital surgery staff and support personnel.

• Supports the development of regional centers of excellence and works with Marketing on the execution of territory physician training seminars. 

• Provides support for regional marketing events, conventions and symposia.

• Performs special projects and other duties as assigned. 

SPECIFIC RESPONSIBILITIES:

• Maintains equipment, advertising, and promotional matter in a presentable and orderly manner.

• Organization:  (A) Completes all paperwork on time and thoroughly; (B) Keeps accurate up-to-date account records; (C) Utilizes funnel to set goals and target accounts.

• Proper use of productive selling time; i.e., dealer 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 to be contacted in their office.

• Acquires comprehensive knowledge of prices, discounts, availability of each product according to quality and quantity.

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

• Must have all basic product knowledge and acquire knowledge of all new products added to the line.  Must be able to apply this knowledge to adequately conduct in-service education to all hospitals.

• Stays within expense budget.

• Knows and effectively uses selling presentations as well as standard answers to objections.

• Recognizes need for continual training.  To upgrade knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, sales forecast ability.

• Maintains judicious relations with District Manager, Territory Managers, and customers.

• Plans sales calls on a continuous basis, organizes time for effective coverage of territory, elimination of needless driving.  A daily written plan is to be used. 

• Develops thorough knowledge of company policies, 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.

QUALIFICATIONS, KNOWLEDGE AND SKILLS REQUIRED:

• Bachelor's degree required.

• 1-3 years general sales experience.

• Experience working in a team environment, particularly with sales people.

• Strong interpersonal, oral, communication, organizational and planning skills. 

• Good judgment and maturity.

• Willing to relocate to fill an open Full Line Territory Manager position. 

• Ability to travel 80%, including overnight travel. 

• 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’.

• 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.

ADDITIONAL DESIRABLE QUALIFICATIONS SKILLS AND KNOWLEDGE:

• Understands 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.

• Basic anatomy - Ability to discuss the various products in relation to the human body.

• Familiarity with medical and surgical terminology.

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 

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. 

#earlycareer

Required Skills

Optional Skills

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Primary Work Location

USA RI - Warwick

Additional Locations

Work Shift