Job Description Summary

Job Description

We are the makers of possible 

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. 

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us. 

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.

Surgery

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.

Summary:
As the IntraOp 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 Surgical Solutions 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, presents, educates, and provides 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.

Location:

Orange County/ Inland Empire, covering Palm Desert as well. It is preferred for candidate to live in Orange County or Inland Empire area.

Responsibilities: 

• Develops thorough knowledge of all products in the Surgical Solutions portfolio.

• Presents, educates, and provides in-services on the process/procedure of properly using the Company’s products to surgeons, OR staff, and other individuals.

• Providing on-site technical support during procedures to ensure proper use of the products. Training and educating physicians and hospital staff and ensuring surgeons and staff have the most current product information available. Ensuring effective utilization of the products by all trained surgeons within territory.

• Maintains detailed knowledge and capabilities of BD’s products, channels, and methods of distribution.

• Responsible for meeting territory sales and profitability goals.

• Responsible for developing new prospects and establishing new customers.

• Informs customers of new and current products, backorders, general order status, current pricing structure, policy changes, and forecasts for new needs.

• Achieves prompt, mutually satisfactory solution to customers’ complaints.

• Attends customers’ meetings and tradeshows with post-convention feedback.

• Informs Regional 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.

• Acquires extensive knowledge of prices, discounts, availability of each product and competition according to quality and quantity.

• 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.

• Continually increases knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecasting.

• Manages relationships with the Regional 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.

• Uses to the best advantage nurse lectures, journal club meetings, local seminars, resident lectures, hospital displays and evaluation committee product presentations.

• 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.

• Develops and maintains a level of excellence in clinical knowledge relevant to product portfolio.

• 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 SalesForce.

• Successfully train on and consistently apply the BD Way of Selling. 

• Work a flexible work schedule and travel to meet the needs of Surgery customers.

• Other duties as assigned.

Qualifications:

• Bachelor's degree required.

• Minimum of 4 years general sales experience, medical sales experience preferred.

• Demonstrated successful sales performance required.

• Ability to work in an Operating Room respectfully, tolerate observing surgeries, and potentially standing on feet for extensive hours.

• Demonstrated leadership skills.  

• Ability to effectively communicate complex concepts to others through clear writing and speaking skills.  

• Ability to analyze data and present findings for business decision making.  

• Strong persuasion and influencing skills.

• Strong organizational skills and time management skills.  

• Must possess strong interpersonal skills to interact with all levels of personnel, physicians, and administrators.  

• Strong time management skills with an ability to maintain numerous priorities and meet established deadlines.

• Self-motivated, takes on additional responsibilities, and balances priorities with minimal direction.

• Good judgment and professional behavior.

• Ability to effectively build and sustain professional relationships with hospital, other sales and home office personnel.

• 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.

• Understands contract administration and group purchasing.

• Detailed understanding of the needs/analysis approach to sales.

• Proficiency in Microsoft Office Suite.

• Ability to travel up to 80%, including multiple overnights

• 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 possess and maintain a criminal background satisfactory to BD. Criminal backgrounds may be monitored on an annual basis or as needed.

• Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced.

• Maintain vendor credentialing.

Required Skills

Optional Skills

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Primary Work Location

Additional Locations

Work Shift