Territory Manager - Northern Virginia & Washington DC

Summary

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 Advanced Repair and Reconstruction (ARR) 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 TM is a product expert who presents, educates, and provides in‑services on the process and procedure of properly using the Company’s products to surgeons, OR staff, and other individuals. Territory Managers must conduct business with integrity and in accordance with BD’s Code of Ethics, BD Way, and all applicable policies, rules, and procedures.

• Develop thorough knowledge of all products in the ARR portfolio.
• Provide on‑site technical support during procedures to ensure proper use of all products.
• Training and educating physicians and hospital staff on the use of all products.
• Ensure surgeons and staff have the most current product information available.
• Ensure effective utilization of products by all trained surgeons within territory.
• Meet territory sales and profitability goals.
• Complete all administrative duties associated with the position in a timely fashion.
• Inform customers of new and current pricing, backorders, and company policies.
• Execute effective sales strategies, tactics, and processes within the territory to promote the sale of products.
• Monitor competitive activity, trends, and changes in market conditions and competitor strategy.
• Analyze territory sales performance, identify areas of opportunity, and develop action plans to improve sales results.
• Attend key regional and national trade shows and sales meetings.
• Participate in local events such as seminars, roundtable discussions, advisory boards, etc.
• Manage all aspects of the territory including call planning, expense management, and sales forecasting.
• Collaborate with other departments and functions to achieve desired business outcomes.
• Establish and maintain positive working relationships with all customers, distributors, sales representatives, clinical staff, and other healthcare professionals who influence purchasing decisions.
• Develop and maintain a level of excellence in territory management and selling skills.
• Control expenses within budget and manage available resources according to BD guidelines and policies.
• Maintain open, positive, and productive lines of communication with the sales team, customer service, sales management, and home office associates.
• Demonstrate a primary commitment to patient safety and product quality by maintaining compliance with the BD Quality Policy and all other documented quality processes and procedures.
• Report customer complaints in accordance with BD’s complaint procedures.
• Support BD Commercial Excellence by complying with daily, weekly, and monthly management rigor focused on growth to drive disciplined process excellence and accountability in Sales Force.
• Successfully train on and consistently apply the BD Way of Selling.
• Develop and maintain a level of excellence in clinical knowledge relevant to the product portfolio.
• Work a flexible work schedule and travel to meet the needs of Surgery customers.
• Perform other duties as assigned.

• Bachelor’s degree required.
• Minimum of 4 years general sales experience; medical sales experience preferred.
• Ability to work in an Operating Room respectfully, tolerate observing surgeries, and potentially stand on feet for extensive hours.
• Thorough understanding of the needs/analysis approach to sales.
• Understand the product buyer concept.
• Understand contract administration.
• Understand principles of group purchasing, including research, formulation, and proposal recommendation.
• Demonstrated leadership skills.
• Effective communication of complex concepts through clear writing and speaking.
• Ability to analyze data and present findings for business decision making.
• Strong persuasion and influencing skills.
• Strong organizational and time‑management skills.
• Strong interpersonal skills to interact with all…