Job Description Summary

The territory manager is responsible for selling the consumable product line (to include blood collection, safety phlebotomy, transfer devices, accessories and etc.) to hospitals and reference labs within the assigned 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. 

BD Life Sciences - Integrated Diagnostic Systems is an industry pioneer and leader in evacuated blood collection systems and preanalytical improvement processes.  Under the BD Vacutainer Brand, this unit provides specimen management and patient safety systems to hospitals and reference labs for patient identification and point-of-care data capture.   

JOB SUMMARY:

The Territory Manager (Chicago, IL), will sell existing and new BD IDS consumable products to include blood collection, safety phlebotomy, transfer devices, accessories and etc. to hospitals, health systems, reference laboratories and to the US healthcare market segment. They will also assess clients’ needs with product ordering, in servicing and maintaining the existing business portfolio. They will successfully lead incremental conversion opportunities from initial targeting through evaluation and will drive sales to regularly meet or exceed sales quota. Other key responsibilities will include collaborating with local distributor branches servicing the territory and applying available sales support to drive the growth of BD’s business.

RESPONSIBILITIES INCLUDE:

• Lead with a focused growth mindset delivering for our customers and driving profitable growth.

• Conduct daily sales calls to introduce novel solutions to customers through clinical insights, quality products and studies/tools to customers.

• Develop new business markets where opportunities exist.

• Actively seek to convert accounts where competitive products are being used.

• Works effectively with BD customer facing associates (Account Executives, Product Specialists, Associate Territory Managers, National Accounts, Strategic Account Vice Presidents) as well as BD’s distribution partners to support the customer in growth and long-term retention activities.

• Service hospitals, reference labs and alternative locations within a given territory.

• Complete all customer service activities including product in-servicing, follow up on technical questions, ensuring a smooth supply chain and delivery of product.

• Attaining an assigned territorial sales quota and achieve market share goals for particular product lines.

• Maintaining a high level of technical and market expertise and educating the market on accurate utilization and acceptance of BD product portfolio.

• Stay ahead of changing market activities and product improvements.

• Ensure our distributor partners are kept informed about IDS products, prices, promotions and policies.

• Recognized as the product expert for driving the growth of the Specimen Management product portfolio.

• Develop, document, and drive the customer buying process through full utilization of a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.

• Call on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines.

• Routinely maintain all territory account data and forecast management through SFDC. 

Requirements:

• Bachelor’s degree (BA or BS) from a four-year college or university.  MBA a plus.

• 3-5+ years experience as a medical device sales professional.

• Excellent communication, interpersonal and analytical skills.

• Must have a proven successful sales track record, solid negotiation skills, understanding of buyer/decision maker types, exhibit effective selling, listening, and verbal/presentation skills, and ability to assess and respond to customer needs.

• Must have demonstrated experience in sales process including managing resources, conducting pre-call planning, and ability to prioritize and segment accounts.

• Must be willing to travel in the field 75% of the time.

• Proficiency with Microsoft Office (Word, PowerPoint, Excel). 

• Familiar with Salesforce software.

• Excellent communication skills that include presentation skills, written and verbal communication

• Good analytical skills; ability to utilize sales tools to interpret market trends

Preferred Qualifications:

• Preferred experience calling on Infection Prevention, Med/Surg, Occupational Health, Nursing, OR, and Lab.

• Experience selling on value in a medical sales capacity.

• Experience maintaining Integrated Business Plans (IBPs) to ensure attainment territory goals.

• Former clinical experience preferred.

• Good track record of building and maintaining strong relationships with key customers and opinion leaders.  

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.

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 Employer. We evaluate applicants without regard to 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, and other legally-protected characteristics.

Required Skills

Optional Skills

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Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

Work Shift