Associate Territory Manager - Boston

Position Responsibilities

• Support BD's Infection Prevention and Biosurgery products with physicians, clinicians, materials management and other key decision makers.
• Coordinate with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases.
• Work with sales management in prioritizing targeted customers, cases and training events.
• Support the development of regional physician proctors to help with formal and informal training activities.
• Conduct training and in-servicing for hospital surgery staff and support personnel.
• Support the development of regional centers of excellence and work with Marketing on the execution of territory physician training seminars.
• Provide support for regional marketing events, conventions and symposia.
• Perform special projects and other duties as assigned.
• Maintain equipment, advertising, and promotional matter in a presentable and orderly manner.
• Complete all paperwork on time and thoroughly; keep accurate up-to-date account records.
• Utilize 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.
• Acquire comprehensive knowledge of prices, discounts, availability of each product and competition according to quality and quantity.
• Maintain 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.
• Stay within expense budget.
• Know and effectively use selling presentations as well as standard answers to objections.
• Continually increase knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecasting.
• Maintain relationships with the District Manager, Territory Managers, and customers.
• Plan sales calls on a continuous basis and organize time for effective coverage of the territory.
• Develop thorough knowledge of company policies and the ability to interpret them to customers and prospects.
• Maintain the company car in a clean, orderly, and serviceable condition.
• Use 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
• 0-2 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 80%, including overnight travel
• Must possess and maintain a valid state-issued driver's license with 3 years of consecutive driving history and meet BD's auto safety standards
• 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