Territory Manager, Surgical Solutions
BD
full-time
Posted on:
Location Type: Office
Location: Tacoma • Washington • United States
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Salary
💰 $125,992 - $207,888 per year
About the role
- Develops thorough knowledge of all products in the Surgical Solutions portfolio.
- Presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals.
- Providing on-site technical support during procedures to ensure proper use of the products.
- Training and educating physicians and hospital staff and 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 profitability goals.
- Responsible for developing new prospects and establishing new customers.
- Informs customers of new and current products, backorders, general order status, current pricing structure, policy changes, and forecasts for new needs.
- Achieves prompt, mutually satisfactory solution to customers’ complaints.
- Attends customers’ meetings and tradeshows with post-convention feedback.
- Informs Regional 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.
- Acquires extensive knowledge of prices, discounts, availability of each product and competition according to quality and quantity.
- 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.
- Continually increases knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecasting.
- Manages relationships with the Regional Manager, fellow Territory Managers, and customers.
- Plans sales calls on a continuous basis and organizes time for effective coverage of the territory.
- A daily written plan is to be used.
- Uses to the best advantage nurse lectures, journal club meetings, local seminars, resident lectures, hospital displays and evaluation committee product presentations.
- 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.
- Develops and maintains a level of excellence in clinical knowledge relevant to product portfolio.
- 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.
- Work a flexible work schedule and travel to meet the needs of Surgery customers.
- Other duties as assigned.
Requirements
- Bachelor's degree required.
- Minimum of 4 years general sales experience, medical sales experience preferred.
- Demonstrated successful sales performance required.
- Ability to work in an Operating Room respectfully, tolerate observing surgeries, and potentially standing on feet for extensive hours required.
- Demonstrated leadership skills required.
- 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 required.
- Strong persuasion and influencing skills required.
- 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.
- Understands contract administration and group purchasing.
- Detailed understanding of the needs/analysis approach to sales.
- Proficiency in Microsoft Office Suite.
- Ability to travel up to 50%, including multiple overnights.
- Must possess and maintain a valid drivers’ license and a driving record satisfactory to the Company.
- Must possess and maintain a criminal background satisfactory to BD.
Benefits
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Remote work options
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales performancemedical sales experiencedata analysisproduct knowledgesales forecastingcontract administrationneeds analysis approach to salesin-service educationtechnical supportcustomer complaint reporting
Soft Skills
leadershipcommunicationpersuasioninfluencingorganizational skillstime managementinterpersonal skillsself-motivationjudgmentrelationship building
Certifications
Bachelor's degreevalid driver's license