Territory Manager - Cleveland​/Akron, OH

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We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us.

This is a field based role in Cleveland, OH.

The BD Interventional Surgery Division offers a broad range of infection prevention and biosurgery products, including Chlora Prep skin prep, 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. The TM is responsible for attaining sales goals established by the Company within the designated territory budget, increasing sales of current accounts, and establishing new accounts.

• The 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 essential functions of the position include:

• Presents, educates, and provides in‑services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals. These duties include, but not limited to:
  Providing 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. Ensuring surgeons and staff have the most current product information available. Ensuring 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 trade shows 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 ORs 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…