Job Description Summary

　　The Associate Territory Manager (ATM) is primarily responsible for providing field level support to physicians and other clinical professionals for the Interventional Surgery division. Working closely with field sales and Marketing, the ATM will execute field level surgical case support and professional training plans that help achieve annual sales targets. This includes 80% travel using extended stays in a field based territory to build strong and lasting customer relationships. Customers include physicians, nurses, technicians, administrators, office staff, sales personnel and other hospital personnel. If successful, this role will eventually lead to formal territory responsibility as a Territory Manager. Associate Territory Managers must be open to relocation anywhere in the U.S. to assume responsibility for an open territory.

　　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.

　　The Associate 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 responsibilities include:

　　Coordinates with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases

　　Works with sales management in prioritizing targeted customers, cases and training events

　　Supports the development of regional physician proctors to help with formal and informal training activities

　　Conducts training and in-servicing for hospital surgery staff and support personnel

　　Supports the development of regional centers of excellence and works with Marketing on the execution of territory physician training seminars

　　Provides support for regional marketing events, conventions and symposia

　　Performs special projects and other duties as assigned

　　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; Uses sales funnel to set goals and target accounts

　　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, 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

　　1-2 years general sales experience preferred

　　Experience working in a team environment, particularly with sales people

　　The ability to work in an operating room environment is required

　　Strong interpersonal, oral, communication, organizational and planning skills

　　Good judgment and maturity

　　Willing to relocate to fill an open Territory Manager position.

　　Ability to travel 75%, including overnight travel

　　Must possess and maintain a valid drivers’ license and a driving record satisfactory to the Company

　　Must be able to meet and maintain customer/medical facility access requirements

　　Understand a needs analysis approach to sales, the product buyer concept, and contract administration

　　Understands principles of group purchasing to include research, formulating and recommending a proposal

　　Demonstrated ability to discuss the various products in relation to the human body

　　Familiarity with medical and surgical terminology

　　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

　　Must live within assigned region

　　Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

　　Other responsibilities include:

　　Coordinates with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases

　　Works with sales management in prioritizing targeted customers, cases and training events

　　Supports the development of regional physician proctors to help with formal and informal training activities

　　Conducts training and in-servicing for hospital surgery staff and support personnel

　　Supports the development of regional centers of excellence and works with Marketing on the execution of territory physician training seminars

　　Provides support for regional marketing events, conventions and symposia

　　Performs special projects and other duties as assigned

　　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; Applies sales funnel to set goals and target accounts

　　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, 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

　　Must possess and maintain a valid state-issued license driver’s license with 3 years of consecutive driving history and meet BD’s auto safety standards’.

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

　　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.

　　Why Join Us?

　　A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.

　　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 health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.

　　To learn more about BD visit  https://bd.com/careers

　　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 Location

　　USA CA - San Diego Bldg A&B

　　Additional Locations

　　Work Shift

　　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.