Becton, Dickinson and Company

Territory Sales Manager - San Diego, CA

Becton, Dickinson and Company • $110K — $130K *
San Diego, CA 92154In-Person
Healthcare
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree preferred.
  • 5+ years of successful medical device, healthcare, or B2B sales experience.
  • Proven track record of achieving or exceeding sales quotas.
  • Strong relationship-building and account management skills.
  • Excellent communication, negotiation, and presentation abilities.
  • Ability to analyze territory data and develop strategic growth plans.
  • Proficiency with CRM systems and Microsoft Office Suite.
  • Willingness to travel extensively within assigned territory.

Responsibilities

  • Achieve and exceed quarterly and annual territory sales objectives.
  • Develop and execute territory business plans to drive market growth.
  • Identify, target, and convert new account opportunities.
  • Build and maintain strong relationships with physicians, clinicians, and hospital decision-makers.
  • Develop strategies to increase product utilization within existing accounts.
  • Maintain a robust pipeline of opportunities and accurately forecast sales performance.
  • Serve as the primary point of contact for all customers within the territory.

Benefits

  • On-site collaboration to foster creativity and effective problem-solving.
  • Minimum of 4 days in-office presence to maintain company culture.
  • Flexibility and work-life balance included in workplace arrangements.
  • Opportunities for networking at regional and national meetings.
Full Job Description
Job Description

The Territory Sales Manager (P3) is responsible for driving revenue growth and market adoption within an assigned geography through direct account management, new business development, physician engagement, and clinical support. This role works closely with healthcare providers, hospital administrators, and clinical staff to achieve sales objectives, expand market share, and deliver exceptional customer experiences.

Key Responsibilities

Sales & Business Development
  • Achieve and exceed quarterly and annual territory sales objectives.
  • Develop and execute territory business plans to drive market growth.
  • Identify, target, and convert new account opportunities.
  • Build and maintain strong relationships with physicians, clinicians, and hospital decision-makers.
  • Develop strategies to increase product utilization within existing accounts.
  • Maintain a robust pipeline of opportunities and accurately forecast sales performance.


Account Management
  • Serve as the primary point of contact for all customers within the territory.
  • Conduct regular business reviews with key accounts.
  • Address customer concerns and collaborate with internal teams to ensure resolution.
  • Maintain high levels of customer satisfaction and account retention.


Clinical & Procedural Support
  • Support physicians and clinical staff during product evaluations and procedures.
  • Deliver product education and training programs.
  • Ensure appropriate product utilization and adherence to best practices.
  • Provide feedback from customers to leadership, marketing, and product development teams.


Territory Operations
  • Utilize Salesforce or company CRM to document activities, opportunities, and account plans.
  • Manage territory expenses within budget guidelines.
  • Monitor competitive activity and market trends.
  • Attend regional and national meetings, training sessions, and industry conferences.


Required Qualifications
  • Bachelor's degree preferred.
  • 5+ years of successful medical device, healthcare, or B2B sales experience.
  • Proven track record of achieving or exceeding sales quotas.
  • Strong relationship-building and account management skills.
  • Excellent communication, negotiation, and presentation abilities.
  • Ability to analyze territory data and develop strategic growth plans.
  • Proficiency with CRM systems and Microsoft Office Suite.
  • Willingness to travel extensively within assigned territory.


Preferred Qualifications
  • Medical device sales experience.
  • Experience selling into hospitals, ambulatory surgery centers, or physician offices.
  • Clinical aptitude and ability to support procedural cases.
  • Experience launching new technologies or growing emerging markets.


Core Competencies
  • Strategic Selling
  • Territory Planning
  • Business Development
  • Account Penetration
  • Customer Relationship Management
  • Negotiation & Influencing
  • Clinical Credibility
  • Pipeline Management
  • Problem Solving
  • Results Orientation


Typical P3 Performance Expectations
  • Consistently achieves 100%+ of annual quota.
  • Independently manages complex sales cycles.
  • Drives new account acquisition and competitive conversions.
  • Develops strong physician and executive-level relationships.
  • Serves as a mentor and resource for less experienced sales professionals.
  • Recognized as a top contributor within the region.


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.

Primary Work Location
USA AZ - Tempe Headquarters

Additional Locations

Work Shift

About Becton, Dickinson and Company

BD is a global technology company that provides diagnostics and technologies for frontliners. Through their solutions and services, they assist scientists in detecting diseases and advanced researchers' on developing diagnoses and therapeutics. BD was established in 1897 by Farleigh Dickinson and Maxwell Becton in East Rutherford, New Jersey.

Becton, Dickinson and Company Careers

Join the innovative world of Becton, Dickinson and Company (BD), a global medical technology company that is actively seeking driven, dedicated professionals to join our team. At BD, we are committed to advancing the world of health by improving medical discovery, diagnostics, and the delivery of care. This commitment provides the foundation for a workplace where you can engage in meaningful work and where job opportunities abound.

Work You’ll Do

At BD, you will be part of a culture that values diversity, leadership, and innovation. Our team members are empowered to lead and inspire from day one. Join us and contribute to our mission of advancing the world of health through your professional skills and personal passion.

Transform Your Career

BD offers a unique position in the marketplace that combines industry expertise, leadership in medical innovation, and a collaborative culture to help you grow your career. Whether you are looking for an entry-level position or a more senior role, we provide the tools and support for your professional growth through comprehensive training and development programs.

Innovative Work Environment

Our team at BD is composed of more than 65,000 associates across the globe. These dedicated professionals work at the intersection of technology and healthcare, where they drive innovation and ensure that we stay ahead in a rapidly evolving industry. By joining BD, you will work alongside some of the brightest minds in the industry.

Internship and Employment Opportunities

Start your career with BD through our internship programs or dive straight into a full-time position. We offer a range of opportunities that allow you to explore different areas of our business and find a path that aligns with your career goals. Our hiring process is designed to be transparent and engaging, ensuring that all candidates—whether submitting a resume for an internship or a senior position—feel valued and informed.

Benefits and Culture

BD is proud to offer competitive benefits that support the health, well-being, and financial security of our employees and their families. From comprehensive health insurance to employee wellness programs and flexible working arrangements, we prioritize the well-being of our team members. Our inclusive culture encourages networking, continuous learning, and the sharing of ideas in a diverse and welcoming environment.

Join Our Team

Explore the job opportunities at BD and discover how your expertise can help shape the future of healthcare. Search open positions that match your skills and interests. We look for passionate, curious, creative, and solution-driven team players.

Stay Connected

Keep up to date with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. See what exciting and rewarding opportunities await at Becton, Dickinson and Company.

Explore Careers at BD

Whether you're preparing for your first interview or looking to advance into a leadership role, BD offers career paths that foster continuous growth and innovation. Join us in our mission to improve medical outcomes and enhance patient care worldwide.

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At Becton, Dickinson and Company, we are more than just a company; we are a community that is dedicated to making a difference in the lives of people all around the world.
Learn more about Becton, Dickinson and Company
Size
75,000 employees
Market Cap
$72 billion
Industry
Healthcare
Net Income
$1.6 billion
Founded
1897
5 Year Trend
+9.3%
Revenue
$18.2 billion
NASDAQ
BDX
* Ladders Estimates

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