Associate Territory Manager - Charlotte; Field

Position: Associate Territory Manager - Charlotte (Field)
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Job Description Division

Description:

The BD Interventional Surgery Division offers a broad range of infection prevention and biosurgical products, including Chlora Prep skin prep, Arista Absorbable Hemostat, and Progel Air Leak Sealant.

The Associate Territory Manager (ATM) is primarily responsible for providing field level support to physicians and other clinical professionals for the Interventional Surgery division.  Working closely with field sales and Marketing, the ATM will execute field level surgical case support and professional training plans that help achieve annual sales targets. This includes 80% travel using extended stays in a field based territory to build strong and lasting customer relationships.  

Customers include physicians, nurses, technicians, administrators, office staff, sales personnel and other hospital personnel.  If successful, this role will eventually lead to formal territory responsibility as a Territory Manager.  Associate Territory Managers must be open to relocation anywhere in the U.S. to assume responsibility for an open territory.

Position Responsibilities:

The Associate Territory Manager will be responsible for supporting BD’s Infection Prevention and Biosurgery products with physicians, clinicians, materials management and other key decision makers.  Other responsibilities include:

Coordinates with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases

Works with sales management in prioritizing targeted customers, cases and training events

Supports the development of regional physician proctors to help with formal and informal training activities

Conducts training and in-servicing for hospital surgery staff and support personnel

Supports the development of regional centers of excellence and works with Marketing on the execution of territory physician training seminars

Provides support for regional marketing events, conventions and symposia

Performs special projects and other duties as assigned

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

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

Stays within expense budget

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

Maintains relationships with the District Manager, Territory Managers, and customers

Plans sales calls on a continuous basis and…