Surgiphor Market Manager- West

About the role

This role is responsible for driving adoption, penetration, and market expansion of BD’s Surgiphor portfolio across assigned strategic accounts and geographies. It blends market creation, clinical engagement, and account execution, partnering closely with National Accounts, Direct/Indirect Sales, Marketing, Professional Education, and Medical Affairs to accelerate growth and establish BD as the preferred partner for surgical wound irrigation solutions.

The Strategic Market Manager (SMM) will serve as the product-line champion, providing in-depth clinical and commercial expertise, influencing key stakeholders from surgeons to supply chain leaders, and ensuring successful execution of targeted growth initiatives.

Responsibilities

• Train 1099 Reps and expand accounts beyond Orthopedic or 1099-driven channels.
• Maintain existing non-1099 covered accounts.
• Manage SFDC pipeline and forecasting, including funnel roll-up from 1099 partners.
• Develop thorough knowledge of the BD Surgiphor portfolio.
• Drive surgeon education in partnership with 1099 reps and Medical Science Liaisons (MSLs).
• Handle enterprise/top-down responsibilities tied to the Surgiphor portfolio.
• Attain sales goals and grow BD Surgiphor in your designated area.
• Position yourself as a product specialist, educating key stakeholders on innovative products and solutions.
• Develop new customers and establish lasting customer relationships.
• Demonstrate strong clinical competence, including confidence and experience in the Operating Room.
• Travel within the defined geographic area up to 75% of the time, including multiple overnights.
• Develop and maintain strong relationships with Surgiphor Key Opinion Leaders (KOLs) alongside the MSL team.
• Support National and Regional Symposiums from sales, market research, and KOL relationship development perspectives.
• Collaborate with distribution channel partners as needed.
• Conduct product demonstrations, in-servicing, and training for clinical staff.
• Identify new business opportunities and implement strategic plans to expand market share.
• Attend on-label surgical procedures to provide technical support and ensure proper product usage.
• Collaborate with marketing, customer service, and medical affairs teams to meet customer needs and ensure product availability.
• Provide timely feedback on customer requirements and issues affecting the Surgical Wound Irrigation market.
• Deliver frequent and timely verbal and written feedback on performance related to business objectives, documenting sales metrics in Salesforce.com.
• Monitor progress of each territory to successfully achieve and exceed annual sales goals.
• Manage individual budget.
• Maintain compliance with BD’s Quality Policy and all documented quality processes to ensure patient safety and product quality.
• Report customer complaints in accordance with BD’s complaint procedures.
• Conduct business with integrity, adhering to BD’s Code of Ethics, BD Way, and all applicable policies.
• Support BD Commercial Excellence by complying with daily, weekly, and monthly management rigor focused on growth.
• Perform special projects and other duties as assigned.

Requirements

• Bachelor’s degree in Business, Life Sciences, or related field required.
• Minimum of 5 years of sales experience, preferably in the medical device/medtech industry.
• Preferably 3+ years of documented sales experience with Surgical Wound Irrigation products.
• Ability to work in an Operating Room respectfully, tolerate observing surgeries, and potentially stand for extensive hours.
• Prior 1099 and/or IDN level contracting experience preferred.
• Documented history of meeting or exceeding sales targets.
• Familiarity with Wound Irrigation/Infection Prevention markets.
• Strong persuasion and influencing skills.
• Excellent organizational and time management skills.
• Self-motivated with the ability to take on additional responsibilities and balance priorities with minimal direction.
• Good judgment and professional behavior.
• Ability to effectively build and sustain professional relationships with hospitals, sales personnel, and home office teams.
• Proficiency in Microsoft Office Suite.
• Must possess and maintain a criminal background satisfactory to BD (monitored annually or as needed).
• Must meet and maintain customer/medical facility access requirements, including drug screenings.
• Maintain vendor credentialing.
• Must possess and maintain a valid state-issued driver’s license and meet BD’s auto safety standards.
• Ability to discuss products in relation to human anatomy and strong understanding of medical/surgical terminology.

Schedule

This role requires a minimum of 4 days of in-office presence per week for on-site collaboration. Field-based positions will involve up to 75% travel within the defined geographic area, including multiple overnights.

Employment is contingent upon proof of full COVID-19 vaccination or availability/testing requirements in certain locations, with accommodations considered pursuant to applicable law.

Pay

Salary range: $202,728–$334,502 base plus incentive. The range varies by location, experience, education, and skills.