Territory Manager

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.

Preferred Location Nashville, TN

SUMMARY

The Territory Manager will be responsible for supporting BD’s UCC HomeCare products with physicians, case managers, clinicians, rehabilitation & specialty accounts, and other key decision makers. The position involves working closely with nursing leaders, physicians, case managers and their patients as they transition from the hospital to the home (UCC Homecare sales funnel).

ESSENTIAL DUTIES AND RESPONSIBILITIES including the following. Other duties may be assigned.

Drive sales revenue to exceed established priorities and revenue targets within territory assigned accounts.

Builds and maintains sustainable strategic business relationships in key accounts.

Performs product demonstrations, customer education and in-service as required or requested. This includes in-service for products and electronic platforms (i.e. HCP electronic scripts portal “LINK Online”)

Create monthly, quarterly and annual plans designed to meet and exceed territory revenue targets

Properly leverage and engage with care support teams to provide support and service to your patients, HCPs and other key stakeholders

Work collaboratively within the patient care PODs consisting of: Territory Mangers, Clinical Managers, Care Coordinators, Dedicated Documentation Coordinator and regional supervisors

Develops and maintains a level of excellence in clinical knowledge within respective disease states (urology, ostomy, wound etc.)

Deliver excellence in territory management, account nurturing and selling acumen.

Control expenses within territory budgets and manage those resources per policy

Maintains open, positive and productive lines of communication with the sales support team, customer service, sales management, etc.

Develops and maintains accurate customer and account files, both written and electronic (outlook, salesforce.com etc.)

In all actions, demonstrates a primary commitment to patient safety, product quality and regulatory compliance by adhering to BD Policies and all other documented quality processes and procedures.

Completes requested and required administrative duties in a timely manner including call reports, monthly results report and additional items as assigned.

Attend and represent BD at local, regional and national medical conferences.

Perform special projects and additional duties as assigned.

Completes and processes UCC reports including but not limited to: sales summary reports, expense reports, monthly product tracking reports, account targeting reports, and complaint reports in accordance with established procedures and policies.

Plans sales calls on a continuous basis, leading sales time effectively.

Informs Regional Manager of significant market changes and competitive activity.

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 listening, presentation and communication skills.

Must be able to perform at a high level in both in-person and remote environments.

Strong capacity to adapt quickly to a changing environment.

Strong information gathering ability, analysis, problem solving and independent thinking skills.

Individuals will exhibit strong clinical understanding, stay current on product, programs and competitive knowledge.

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 BDs sales information systems.

Travel time: varies depending on size, some overnight travel as required

EDUCATION and/or EXPERIENCE

BS/BA with two to four years of sales experience with demonstrated sales success.

Graduate degree preferred

Salesforce.com 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.

Qualifications

Bachelor's Degree required

1 - 2 years of general sales experience as an ATM or other relevant professional experience

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

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.