Territory Manager

Job Description Summary

Our vision for BD Interventional Surgery Division:
In Surgery, our products empower providers to reduce surgical complications, improve patient experiences, and lower the total cost of surgical care. The division offers a broad range of infection prevention and biosurgery products, including Chlora Prep skin prep, Arista Absorbable Hemostat, and Progel Air Leak Sealant.

As the Territory Manager (TM), you will manage a territory base and expand sales of BD products using a balanced selling approach focused 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, growing sales of current accounts, and establishing new accounts.

• Presents, educates, and provides in‑services on the proper use of the Company’s products to surgeons, OR staff, and other individuals.
• Provides on‑site technical support during procedures to ensure proper use of the products; trains and educates physicians and hospital staff, ensuring up‑to‑date product information.
• Maintains detailed knowledge of BD’s products, channels, and distribution methods.
• Meets territory sales and profitability goals.
• Develops new prospects and establishes new customers.
• Informs customers of new and current products, backorders, order status, pricing structure, policy changes, and forecasts for new needs.
• Achieves prompt, mutually satisfactory solutions to customer complaints.
• Attends customer meetings and trade shows, providing post‑convention feedback.
• Notifies District Manager and Franchise of significant market changes, competitive activity, customer credit status, and needed company policy changes.
• Optimizes productive selling time (e.g., calls in the late afternoon with a minimum of three ORs per day and four surgeon contacts per day; contacts surgeons in office if not available in hospital).
• Acquires extensive knowledge of product prices, discounts, availability, and competition.
• Holds comprehensive product knowledge to conduct in‑service education for all hospitals.
• Continuously increases knowledge of business, technological, and sales trends and practices.
• Manages relationships with the District Manager, fellow Territory Managers, and customers.
• Plans and organizes sales calls for effective territory coverage; maintains a daily written plan.
• Utilizes nurse lectures, journal club meetings, local seminars, resident lectures, hospital displays, and evaluation committee presentations to promote products.

• Bachelor’s degree required.
• Minimum of 2–3 years of B2B sales experience required.
• Must be able to work in an operating room environment.
• Operating room sales/medical device experience preferred.
• Documentation of successful sales performance required.
• Strong interpersonal, oral, communication, organizational, and planning skills.
• Proven ability to build positive relationships with internal customers (Sales Training, Marketing, National Accounts, Customer Service, Contracts, Field Sales Team) and external customers (KOLs, surgeons, physicians, nurses, sourcing).
• Detailed understanding of sales needs/analysis approach.
• Knowledge of contract administration and group purchasing.
• Must live within the assigned region.
• Travel:
  Approximately 50% of work time will be spent traveling, including overnight stays.
• Must possess and maintain a valid state‑issued driver’s license and meet BD’s auto safety standards.

• Procedure knowledge adequate to illustrate convincingly the benefits of BD’s products.
• Basic anatomy knowledge – ability to discuss product relevance to the human body.

For most roles, a minimum of 4 days of in‑office presence per week is required; remote or field‑based positions will have different workplace arrangements. Certain roles require proof of full vaccination against COVID‑19; testing may be available or required in some locations. BD’s Workplace Accommodations Policy ensures requests for accommodation are considered pursuant to applicable…