Territory Manager - Northern Virginia & Washington DC

Job Description

BD Interventional develops innovative, life‑enhancing devices in the fields of surgical, endovascular, urological, and critical care interventions that not only meet clinical needs but also deliver value to health systems and improve the lives of patients. Our devices aim to advance the treatment of high‑burden diseases while enabling surgical and interventional procedures.

In Surgery, our products empower providers to reduce the incidence of surgical complications, improve the patient experience, and lower the total cost of surgical care. Our Surgery business unit has been evolving with the help of new technologies. From hemostats and sealants to surgical instruments and infection prevention devices, we are changing the surgical world to improve operational outcomes. With your help, we plan to drive excellence in every corner of this industry, advancing the world of health through higher‑quality products and a new standard of work.

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, presenting, educating, and providing in‑services on the process/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.
• Providing 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.
• Ensuring surgeons and staff have the most current product information available.
• Ensuring effective utilization of products by all trained surgeons within territory.
• Responsible for meeting territory sales and profitability goals.
• Completes all administrative duties associated with position in a timely fashion.
• Informs customers of new and current pricing, backorders, and company policies.
• Executes effective sales strategies, tactics, and processes within the territory to promote the sale of products.
• Monitors competitive activity, trends, and changes in market conditions and competitor’s strategy.
• Analyzes territory sales performance, identifies areas of opportunity, and develops action plans to improve sales results.
• Attends key regional and national trade shows and sales meetings.
• Participates in local events such as seminars, roundtable discussions, advisory boards, etc.
• Manages all aspects of the territory including but not limited to call planning, expense management, and sales forecasting.
• Collaborates with other departments and functions to achieve desired business outcomes.
• Establishes and maintains positive working relationships with all customers, distributors, sales representatives, clinical staff, and other healthcare professionals who influence purchasing decisions.
• Develops and maintains a level of excellence in territory management and selling skills.
• Controls expenses within budget and manages available resources according to BD guidelines and policies.
• Maintains open, positive, and productive lines of communication with the sales team, customer service, sales management, and home office associates.
• In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the BD Quality Policy and all other documented quality processes and procedures.
• Reports customer complaints in accordance with BD’s complaint procedures.
• Ability to 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…