Territory Manager - Boston

About the role

As the Territory Manager (TM) in BD’s Interventional Surgery Division, you will manage and expand sales of BD’s infection prevention and biosurgery products—including the Surgiphor Wound Irrigation System, Arista Absorbable Hemostat, and Progel Air Leak Sealant—within a designated territory. Using a balanced selling approach, you will focus on key differentiating products, programs, and services to achieve sales goals, grow current accounts, and establish new ones.

Responsibilities

• Support BD’s Infection Prevention and Biosurgery products by engaging physicians, clinicians, materials management, and other key decision-makers.
• Present, educate, and provide in-services on the proper use of BD products to surgeons, OR staff, and other stakeholders.
• Provide on-site technical support during procedures to ensure correct product usage.
• Train and educate physicians and hospital staff, ensuring they have the most current product information.
• Ensure effective utilization of BD products by all trained surgeons within the territory.
• Maintain detailed knowledge of BD’s products, distribution channels, and methods.
• Meet territory sales and profitability goals.
• Develop new prospects and establish new customer accounts.
• Inform customers about new and current products, backorders, order status, pricing, policy changes, and forecasted needs.
• Resolve customer complaints promptly and satisfactorily.
• Attend customer meetings and trade shows, providing post-event feedback.
• Report significant market changes, competitive activity, customer credit status, and needed policy changes to the District Manager and Franchise.
• Analyze competitive distribution, discounts, local terms, and strategy, including strengths and weaknesses.
• Optimize productive selling time with a minimum of three OR visits and four surgeon contacts per day.
• Acquire extensive knowledge of product pricing, discounts, availability, and competition.
• Maintain up-to-date knowledge of all products, including new additions, to conduct effective in-service education.
• Stay informed about industry trends, sales skills, promotion techniques, new products, and sales forecasting.
• Manage relationships with the District Manager, fellow Territory Managers, and customers.
• Plan sales calls continuously and organize time for effective territory coverage using a daily written plan.
• Leverage opportunities such as nurse lectures, journal club meetings, local seminars, resident lectures, hospital displays, and evaluation committee presentations.

Requirements

• Bachelor’s degree required.
• Minimum of 2–3 years of relevant sales experience.
• Operating room sales or medical device experience preferred.
• Documented success in sales performance.
• Ability to work in an operating room environment.
• Strong interpersonal, oral communication, organizational, and planning skills.
• Proven ability to build positive relationships with internal teams (Sales Training, Marketing, National Accounts, Customer Service, Contracts, Field Sales) and external stakeholders (KOLs, Surgeons, Physicians, Nurses, Sourcing).
• Understanding of needs/analysis-based sales approaches and contract administration.
• Must live within the assigned region.
• Approximately 25% travel, including overnight stays.
• Valid state-issued driver’s license with 3 years of consecutive driving history; must meet BD’s auto safety standards.

Skills

• Procedure knowledge sufficient to convincingly illustrate the benefits of BD’s products.
• Basic anatomy knowledge to discuss products in relation to the human body.

Schedule

This role requires a minimum of 4 days of in-office presence per week for on-site collaboration. Remote or field-based arrangements may vary and will be specified in the job posting.

Pay

Salary range: $125,992–$222,863 base salary plus incentive. The range varies based on location, experience, education, skills, and actual work location. Field-based and remote roles may have different salary structures.

Benefits

At BD, you’ll join a team that values your contributions, encourages authenticity, and fosters a culture of learning, growth, and accountability. The company prioritizes face-to-face collaboration to support innovation, problem-solving, and career development.