Associate Territory Manager - Northern California

Summary

The Associate Territory Manager (ATM) is primarily responsible for providing field‑level support to physicians, nurses, technicians, administrators, and other hospital staff for the Interventional Surgery division’s Surgical Solutions product portfolio. Working closely with Field Sales and Marketing, the ATM will execute surgical case support and professional training plans to achieve annual sales targets, traveling 80% of the time with extended stays in a field‑based territory.

The role is developmental, designed to build clinical experience, selling skills, and to lead qualified individuals upward to Territory Manager positions requiring relocation anywhere in the U.S.

• Attend sales training to master the BD Surgery Surgical Solutions product portfolio and support the assigned team.
• Support the assigned team in driving sales revenue by covering accounts, conducting product in‑servicing, assessments, and demonstrations.
• Plan and prioritize sales calls in collaboration with the Territory Manager (TM) and Regional Business Manager (RBM), managing time effectively and communicating significant changes in customer accounts.
• Provide support for regional marketing events, conventions, symposia, seminars, round‑table discussions, advisory boards, and local events.
• Complete all paperwork on time and maintain accurate account records.
• Utilize the sales funnel to set goals, target accounts, and manage a suitable inventory of promotional tools (samples, brochures, videos).
• Inform customers of new and current pricing, back‑orders, and company policies.
• Build and maintain sustainable business relationships within supported accounts.
• Apply effective sales strategies, tactics, and processes within the territory to promote the sale of products.
• Monitor competitive activity, market trends, and changes in competitor strategy.
• Analyze territory sales performance, identify opportunities, and develop action plans to improve results.
• Represent the company at key regional and national trade shows and sales meetings.
• Assist in developing and implementing marketing campaigns, promotional activities, and new product introductions.
• Collaborate with other departments and functions to achieve desired business outcomes.
• Maintain positive working relationships with customers, distributors, sales representatives, clinical staff, and other healthcare professionals who influence purchasing decisions.
• Control expenses within budget and manage available resources per BD guidelines and policies.
• Maintain open, productive communication with the sales team, customer service, sales management, and home office associates.
• Develop and maintain an advanced level of clinical knowledge relevant to the product portfolio.
• Continuously expand knowledge of business, technological, and sociological trends, sales skills, promotion techniques, new product information, and sales forecasting.
• Interpret company policies and explain them effectively to customers and prospects.
• Keep the company car clean, orderly, and serviceable.
• Demonstrate a primary commitment to patient safety and product quality, maintaining compliance with the BD Quality Policy and all applicable processes.
• Report customer complaints following BD’s complaint procedures.
• Complete other duties as assigned.

• Bachelor's degree required.
• Minimum of 2 years of sales experience.
• Ability to work respectfully in an operating room, tolerating surgeries and standing for extended periods.
• Flexible schedule to accommodate early‑morning or extended case hours.
• Leadership, persuasion, and influencing skills.
• Effective communication of complex concepts through clear writing and speaking.
• Data analysis and presentation skills for business decision making.
• Strong interpersonal skills to interact with all personnel levels, physicians, and administrators.
• Strong organizational and time‑management skills, handling multiple priorities and meeting deadlines.
• Self‑motivated, proactive, and capable of working with minimal direction.
• Good judgment and professional behavior.
• Ability to build and sustain professional relationships with hospital, sales, and home office personnel.
• Proficiency in…