Territory Manager - Columbus, OH

About the role

The BD Interventional Surgery Division offers a broad range of infection prevention and biosurgery products, including Surgiphor Antimicrobial Wound Irrigation, Arista Absorbable Hemostat, and Progel Air Leak Sealant. The Territory Manager (TM) 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 infection prevention and biosurgery space.

Responsibilities

• Presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals.
• Provides on-site technical support during procedures to ensure proper use of the products.
• Training and educating physicians and hospital staff on the use of the products.
• Ensures surgeons and staff have the most current product information available.
• Ensures effective utilization of the products by all trained surgeons within territory.
• Maintains thorough 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, company policy changes, and forecasts for new needs.
• Achieves prompt, mutually satisfactory solution to customers’ complaints.
• Keeps promises and appointments.
• Exercises courtesy and ethical manners at all times.
• Attends customers’ meetings and tradeshows with post-convention feedback.
• Informs District 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.
• Maintains equipment, advertising, and promotional matter in a presentable and orderly manner.
• Completes all paperwork on time and thoroughly; Keeps accurate up-to date account records; Utilizes sales funnel to set goals and target accounts; Devises and follows route plan guided by customers’ buying habits, current volume of orders, location of prospects, and competitive circumstances.
• Proper use of productive selling time; i.e., 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 will be contacted in their office.
• Acquires comprehensive knowledge of prices, discounts, availability of each product and competition 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 and apply this knowledge to adequately conduct in-service education to all hospitals.
• Knows and effectively uses selling presentations as well as standard answers to objections.
• Continually increases knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecasting.
• Develops thorough knowledge of company policies and the 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

• Bachelor's degree in related discipline.
• A minimum of 2 – 3 years of relevant sales experienced is required. Operating room sales/medical device experience is preferred.
• Documentation of successful sales performance is required.
• The ability to work in an operating room environment is required.
• Strong interpersonal, oral, communication, organizational and planning skills.
• 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 poses and maintain a criminal background satisfactory to BD.
• Proven ability to build strong relationships with Internal Customers – Sales Training, Marketing, National Accounts, Customer Service, Contracts, Field Sales Team and External Customers – KOLs, Surgeons, Physicians, Nurses, and Sourcing.
• Thorough understanding of the needs/analysis approach to sales.
• Understands contract administration and group purchasing.
• Must live within assigned region.
• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Skills and Knowledge

• Procedure knowledge adequate to illustrate convincingly the benefits of BD’s products.
• Basic anatomy – Ability to discuss the various products in relation to the human body.
• Familiarity with medical and surgical terminology.