Territory Manager - Pittsburgh, PA
Becton Dickinson
This listing was originally posted on Becton Dickinson's careers page. Formulate is an equal opportunity job aggregator and is not involved in the hiring process. Where salary information is estimated, it is derived from BLS industry benchmarks and may differ from actual compensation.
We are the people who give possibilities purpose
BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.
As the Targeted Temperature Management (TTM) Territory Manager (TM), you will manage a territory base and expand the sales of BD-TTM products using a balanced selling approach that involves a focus on Key Accounts, differentiating products and therapies, programs, EMR-interoperability solutions, and product services within the TTM 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 Key Accounts.
The TM for TTM will be responsible for driving sales revenue to exceed division priorities, define and develop new business opportunities that clearly reflect the Company’s goals, and contribute to overall team success. Individuals will exhibit strong clinical excellence, and stay current on the product, programs, TTM solutions, and competitive knowledge.
One must be able to manage challenging situations quickly, directly, and without hesitation and be both creative and expeditious with problem-solving. Individuals will have experience calling upon and being comfortable in hospital, office, and clinical settings in Critical Care Units.
The Territory Manager will develop key relationships through frequent and routine customer visits, product demonstrations, product in-services, and procedural observation. Additionally, the Territory Manager will build and maintain constructive relationships in key accounts with physicians, nurses, technicians, materials management, hospital management, the BioMed department, and executive hospital personnel.
The TM may be called upon to participate in the Field Sales Training program and/or provide services as a Field Sales Trainer. The TM will also work closely with a Clinical Manager dedicated to the same accounts and tied to the same results associated with the TM. Individuals will manage their territory with integrity and in accordance with BD’s Code of Ethics and all applicable BD policies, rules, and procedures.
Territory Includes Pittsburgh, Cleveland, Upstate NY (70% Travel)
ESSENTIAL DUTIES AND RESPONSIBILITIES including the following. Other duties may be assigned.
Drive sales revenue to exceed established priorities and revenue targets.
Defines and develops sustainable new business opportunities.
Builds and maintains sustainable strategic business relationships in key accounts.
Performs product demonstrations, customer education, and in-service as required or requested.
Develops monthly, quarterly, and annual plans designed to meet revenue targets.
Develops and maintains a level of excellence in clinical knowledge within respective disease states.
Develops and maintains a level of excellence in territory management and selling skills.
As requested, deliver sales training to inside and field sales employees and channel partners.
Present sales modules, presentations/workshops, and overall sales training curriculum at new hire training classes and sales meetings as requested.
Control expenses within territory budgets and manage those resources according to BD guidelines and policies.
Maintains open, positive, and productive lines of communication with the sales team, customer service, sales management, and the home office staff.
In all actions, demonstrates 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.
Completes requested and required administrative duties in a timely manner including call reports, monthly results reports, and additional items as assigned.
Develops and maintains accurate customer and account files, both written and electronic.
Attend and represent BD at local, regional, and national medical conferences.
Perform special projects and additional duties as assigned.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements included in this job description are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Strong interpersonal skills required in the areas of verbal and written communications, customer focus, professionalism, negotiating, coaching, and team building.
Capable of precise communication with a high competency in understanding written and verbal information. Strong listening and personal assessment skills
Strong capacity to adapt quickly to a changing environment. Strong information gathering ability, analysis, problem solving and independent thinking skills.
Demonstrates a sound understanding of basic mathematical processes and has little difficulty in assimilating information of a numerical nature.
Proficient in the use of a personal computer with intermediate level of keyboarding skills, MS Excel, MS Word and Bard’s sales information systems.
Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards
EDUCATION and/or EXPERIENCE
BS/BS with 3+ years of medical device sales experience with demonstrated sales success. Capital sales and/or Nursing experience preferred.
Registered Nurse with a bachelor’s degree, degree level qualification, or equivalent combination of education and experience preferred.
LANGUAGE SKILLS
Ability to read, understand, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
Ability to effectively present information and respond to questions from groups of healthcare professionals, executives, managers, clients and customers.
MATHEMATICAL SKILLS
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.
REASONING ABILITY
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
PHYSICAL DEMANDS
Employee may be required to sit, bend, stoop, use keyboard, see, talk and hear.
May occasionally lift objects of 10 to 25 lbs.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
WORK ENVIRONMENT
This position works in a home office, hospital, HCP office or clinical environment.
The noise level in the work environment is quiet to moderate.
Frequent travel within the territory is required.
Travel 65- 70%
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers.
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.
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