Job SummaryThe Territory Manager, Key Accounts will be responsible for driving sales revenue to exceed quota across a segment of covered IDN's, reporting to the Regional Manager of Key Accounts. The associate will define and develop new business opportunities that clearly reflect the company's goals and contribute to overall team success. Individuals will exhibit strong clinical excellence, data analytics skills, hospital reimbursement program and competitive knowledge.
One must be able to manage challenging situations directly, empathetically, and with outstanding strategic foresight. Individuals will have experience calling upon and positioning products for approval with hospital value analysis committees, clinical committees, and C-Suite personnel with both disposable products and capital equipment. The Territory Manager, Key Accounts will develop key relationships through frequent and routine customer visits, utilization & contract compliance reviews, product in-services, and procedural observation.
Additionally, the Territory Manager will build and maintain constructive relationships in key accounts with physicians, nurses, technicians, materials management, hospital management and executive hospital personnel. As deemed appropriate Territory Manager may be called upon to participate in the Field Sales Training program and/or provide services as a Field Sales Trainer. Individuals will manage their territory with integrity and in accordance with BD's Code of Ethics and all applicable BD policies, rules and procedures.
ESSENTIAL DUTIES AND RESPONSIBILITIES including the following. Other duties may be assigned.
- Drive sales revenue to exceed established quotas and contest qualifications.
- Defines and develops sustainable new business opportunities.
- Execute Clinical Assessments, lead Round table results discussions, and support standard new product implementation programs
- Builds and maintains balanced strategic business relationships in key accounts and partner relationships with BD Clinical Managers
- Performs product demonstrations, customer education and in-service as required or requested.
- Develops monthly, quarterly and annual plans crafted to meet revenue targets.
- Develops and maintains a level of excellence in clinical knowledge within respective disease states.
- Develops and maintains a level of excellence in territory management and selling skills.
- Deliver sales training to inside and field sales employees and channel partners as requested.
- Present sales modules, presentations/workshops, overall sales training curriculum at new hire training classes and sales meetings as requested.
ADDITIONAL RESPONSIBILITIES- Control expenses within territory budgets and manage those resources according to BD guidelines and policies
- Maintains open, positive and productive lines of communication with the sales team, customer service, sales management and the home office staff.
- In all actions, demonstrates a primary dedication to patient safety and product quality by maintaining compliance to the BD Quality Policy 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.
- Develops and maintains accurate customer and account files, both written and electronic.
- Attend and represent BD at local, regional and national medical conferences.
- Perform special projects and additional duties as assigned.
QUALIFICATIONSTo perform this job successfully, an individual must perform each duty satisfactorily. The requirements included in this job description are representative of the knowledge, skill, and/or ability required. accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Strong interpersonal skills required in the areas of verbal and written communications, customer focus, professionalism, negotiating, mentoring, and team building.
- Capable of detailed communication with a high proficiency in understanding written and verbal information. Strong listening and personal assessment skills
- Strong capacity to adapt quickly to a changing environment. Strong information gathering ability, analysis, problem solving and independent thinking skills.
- 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 BD's sales information systems.
EDUCATION and/or EXPERIENCE- BS/BS with two or more years of sales experience and confirmed sales success via stacked rankings vs peers.
- Experience with both disposable clinician preference products and capital equipment and budgeting.
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 ABILITYAbility to solve practical problems and deal with concrete variables in situations where only limited standardization exists. Ability to interpret instructions furnished in written, oral, diagram, or schedule form.
PHYSICAL DEMANDSEmployee 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 ENVIRONMENTFrequent travel within the territory is required.This is a field-based role with travel up to 75%, including overnight travel.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
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.
Primary Work LocationUSA GA - Covington BMD
Additional LocationsWork Shift 
