Territory Manager - Surgical Specialties - Tallahassee/Gainesville/Panhandle, FL
Company: Becton Dickinson
Location: Tallahassee
Posted on: June 25, 2022
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Job Description:
Responsibilities Job Description SummaryThis is a field based
position covering the Panhandle, Tallahassee and Gainesville. Job
Description Be part of something bigger BD is one of the largest
global medical technology companies in the world and is advancing
the world of health by improving medical discovery, diagnostics and
the delivery of care. We have over 65,000 employees and a presence
in virtually every country around the world to address some of the
most challenging global health issues. Division Description: The BD
Interventional Surgery Division offers a broad range of infection
prevention and biosurgery products, including ChloraPrep skin prep,
Arista Absorbable Hemostat, and Progel Air Leak Sealant. The
Territory Manager (TM) 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 infection prevention and biosurgery space. The
TM is responsible for attaining sales goals established by the
Company within the designated territory budget, increasing sales of
current accounts, and establishing new accounts. Position
Responsibilities: The Territory Manager will be responsible for
supporting BD's Infection Prevention and Biosurgery products with
physicians, clinicians, materials management and other key decision
makers. Other essential functions of the position include:
Presents, educates, and provides in-services on the
process/procedure of properly using the Company's products to
surgeons, OR staff, and other individuals. These duties include,
but not limited to: Providing on-site technical support during
procedures to ensure proper use of the products. Training and
educating physicians and hospital staff on the use of the products.
Ensuring surgeons and staff have the most current product
information available. Ensuring effective utilization of the
products by all trained surgeons within territory. Maintains
thorough knowledge and capabilities of BD's products, channels, and
methods of distribution. Responsible for meeting territory sales
and profitablility goals. Responsible for developing new prospects
and establishing new customers. Informs customers of new and
current products, backorders, general order status, current pricing
structure, company policy changes, and forecasts for new needs.
Achieves prompt, mutually satisfactory solution to customers'
complaints. Keeps promises and appointments. Exercises courtesy and
ethical manners at all times. Attends customers' meetings and
tradeshows with post-convention feedback. Informs District Manager
and Franchise of significant market changes, competitive activity,
customers' credit status, and needed company policy changes. Should
be thoroughly knowledgeable of competitive distribution, discounts,
local terms, strategy, including strengths and weaknesses.
Maintains equipment, advertising, and promotional matter in a
presentable and orderly manner Completes all paperwork on time and
thoroughly; Keeps accurate up-to date account records; Utilizes
sales funnel to set goals and target accounts; Devises and follows
route plan guided by customers' buying habits, current volume of
orders, location of prospects, and competitive circumstances.
Proper use of productive selling time; i.e., calls in late
afternoon with a minimum of three O.R.s per day and four surgeon
contacts per day. Doctors not available at the hospital will be
contacted in their office Acquires comprehensive knowledge of
prices, discounts, availability of each product and competition
according to quality and quantity Maintains adequate supply of
promotional tools (samples, brochures, videos) Must have all basic
product knowledge and acquire knowledge of all new products added
to the line and apply this knowledge to adequately conduct
in-service education to all hospitals Stays within expense budget
Knows and effectively uses selling presentations as well as
standard answers to objections Continually increases knowledge of
trends (business, technological, sociological), sales skills,
promotion techniques, information on new product, and sales
forecasting Maintains relationships with the District Manager,
fellow Territory Managers, and customers Plans sales calls on a
continuous basis and organizes time for effective coverage of the
territory. A daily written plan is to be used Develops thorough
knowledge of company policies and the ability to interpret them to
customers and prospects Maintains the company car in a clean,
orderly, and serviceable condition Uses to the best advantage
nurses lectures, journal club meetings, local seminars, resident
lectures, hospital displays and evaluation committee product
presentations Basic Qualifications: Bachelor's degree in related
discipline A minimum of 2 - 3 years of relevant sales experienced
is required. Operating room sales/medical device experience is
preferred. Documentation of successful sales performance is
required. The ability to work in an operating room environment is
required. Strong interpersonal, oral, communication, organizational
and planning skills Must possess and maintain a valid drivers'
license and a driving record satisfactory to the Company. Driving
records may be monitored on an annual basis or as needed. Must
poses and maintain a criminal background satisfactory to BD.
Criminal backgrounds may be monitored on an annual basis or as
needed. Proven ability to build strong relationships with Internal
Customers - Sales Training, Marketing, National Accounts, Customer
Service, Contracts, Field Sales Team and External Customers - KOLs,
Surgeons, Physicians, Nurses, and Sourcing. Thorough understanding
of the needs/analysis approach to sales. Understands contract
administration and group purchasing. Must live within assigned
region Travel - Approximately 80% of work time will be spent
traveling, including overnight. Must possess and maintain a valid
state-issued driver's license and meet BD's auto safety standards.
Additional Desirable Qualification Skills and Knowledge: Procedure
knowledge adequate to illustrate convincingly the benefits of BD's
products. Basic anatomy - Ability to discuss the various products
in relation to the human body. For certain roles at BD, employment
sufficient proof that you are fully vaccinated against COVID-19. In
some locations, testing for COVID-19 may be available and/or
required. Accommodations Policy, requests for accommodation will be
considered pursuant to applicable law. Why join us? A career at BD
means being part of a team that values your opinions and
contributions and that empowers you to bring your authentic self to
work. Here our associates can fulfill their life's purpose through
the work that they do every day. You will learn and work alongside
inspirational leaders and colleagues who are equally passionate and
committed to fostering an inclusive, growth-centered, and rewarding
culture. Our Total Rewards program - which includes competitive
pay, benefits, continuous learning, recognition, career growth, and
life balance components - is designed to support the varying needs
of our diverse and global associates. To learn more about BD visit
https://jobs.bd.com/ Becton, Dickinson and Company is an Equal
Opportunity/Affirmative Action Employer. We do not unlawfully
discriminate on the basis of 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, or any other
protected status. PDN Primary Work LocationUSA CA - San Diego Bldg
A&B Additional Locations Work Shift Apply Save Job
PDN-96109c82-241a-4bae-8907-659e29584172
Keywords: Becton Dickinson, Tallahassee , Territory Manager - Surgical Specialties - Tallahassee/Gainesville/Panhandle, FL, Executive , Tallahassee, Florida
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