Territory Manager - Omaha

About the role

As the Territory Manager (TM), you 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. The TM is responsible for attaining sales goals established by the Company within the designated territory budget, growing sales of current accounts, and establishing new accounts.

The Territory Manager will support BD’s Infection Prevention and Biosurgery products with physicians, clinicians, materials management, and other key decision makers. This includes presenting, educating, and providing in-services on the proper use of the Company’s products to surgeons, OR staff, and other individuals, as well as providing on-site technical support during procedures.

Responsibilities

• Attain territory sales and profitability goals.
• Grow sales of current accounts and establish new accounts.
• Support BD’s Infection Prevention and Biosurgery products with physicians, clinicians, materials management, and other key decision makers.
• Present, educate, and provide in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals.
• Provide on-site technical support during procedures to ensure proper use of the products.
• Train and educate physicians and hospital staff, ensuring they have the most current product information available.
• Ensure effective utilization of the products by all trained surgeons within the territory.
• Maintain detailed knowledge of BD’s products, channels, and methods of distribution.
• Develop new prospects and establish new customers.
• Inform customers of new and current products, backorders, general order status, current pricing structure, policy changes, and forecasts for new needs.
• Achieve prompt, mutually satisfactory solutions to customers’ complaints.
• Attend customers’ meetings and tradeshows, providing post-convention feedback.
• Inform District Manager and Franchise of significant market changes, competitive activity, customers’ credit status, and needed company policy changes.
• Maintain thorough knowledge of competitive distribution, discounts, local terms, strategy, including strengths and weaknesses.
• Optimize productive selling time with a minimum of three O.R. visits per day and four surgeon contacts per day.
• Acquire extensive knowledge of prices, discounts, availability of each product, and competition according to quality and quantity.
• Acquire knowledge of all new products added to the line and apply this knowledge to conduct in-service education.
• Increase knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new products, and sales forecasting.
• Manage relationships with the District Manager, fellow Territory Managers, and customers.
• Plan sales calls on a continuous basis and organize time for effective coverage of the territory using a daily written plan.
• Leverage nurse lectures, journal club meetings, local seminars, resident lectures, hospital displays, and evaluation committee product presentations.

Requirements

• Bachelor’s degree required.
• Minimum of 2–3 years of relevant sales experience.
• Operating room sales/medical device experience preferred.
• Documentation of successful sales performance required.
• Ability to work in an operating room environment.
• Strong interpersonal, oral, communication, organizational, and planning skills.
• Proven ability to build positive relationships with internal and external customers, including KOLs, surgeons, physicians, nurses, and sourcing.
• Detailed understanding of the needs/analysis approach to sales.
• Understanding of contract administration and group purchasing.
• Must live within the assigned region.
• Approximately 25% travel, including overnight stays.
• Must possess and maintain a valid state-issued driver’s license with 3 years of consecutive driving history and meet BD’s auto safety standards.

Skills

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

Schedule

For most roles, we require a minimum of 4 days of in-office presence per week. Remote or field-based positions will have different workplace arrangements.

Benefits

A career at BD means being part of a team that values your opinions and contributions and encourages you to bring your authentic self to work. We help each other be great, do what’s right, hold each other accountable, and learn and improve every day. BD offers a culture where you can learn, grow, and thrive while contributing to making the world a better place.

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.