Associate Territory Manager - Atlanta, GA

Overview

The Associate Territory Manager (ATM) is primarily responsible for providing field level support to physicians and other clinical professionals for the Interventional Surgery division. Working closely with field sales and Marketing, the ATM will execute field level surgical case support and professional training plans that help achieve annual sales targets. This role includes 80% travel with extended stays in a field-based territory to build strong and lasting customer relationships.

Customers include physicians, nurses, technicians, administrators, office staff, sales personnel and other hospital personnel. If successful, this role may lead to formal territory responsibility as a Territory Manager. Associate Territory Managers must be open to relocation anywhere in the U.S. to assume responsibility for an open territory.

• Coordinates with field sales, the logistics, timing, duration, strategy and execution of field level customer training and technical support of clinical cases
• Works with sales management in prioritizing targeted customers, cases and training events
• Supports the development of regional physician proctors to help with formal and informal training activities
• Conducts training and in-servicing for hospital surgery staff and support personnel
• Supports the development of regional centers of excellence and works with Marketing on the execution of territory physician training seminars
• Provides support for regional marketing events, conventions and symposia
• Performs special projects and other duties as assigned
• Maintains equipment, advertising, and promotional matter in a presentable and orderly manner
• Completes all paperwork on time and thoroughly; keeps accurate up-to-date account records; uses sales funnel to set goals and target accounts
• Uses productive selling time efficiently; example: calls in late afternoon with a minimum of three ORs per day and four surgeon contacts per day
• Acquires comprehensive knowledge of prices, discounts, availability of each product and competition according to quality and quantity
• Maintains adequate supply of promotional tools (samples, brochures, videos)
• Maintains knowledge of all products and new products added to the line and conducts in-service education to all hospitals
• Stays within expense budget
• Knows and effectively uses selling presentations as well as responses to objections
• Continually increases knowledge of trends, sales skills, promotion techniques, product information, and sales forecasting
• Maintains relationships with the District Manager, Territory Managers, and customers
• Plans sales calls on a continuous basis and organizes time for effective territory coverage; maintains a daily written plan
• Develops thorough knowledge of company policies and the ability to interpret them to customers and prospects
• Maintains the company car in a clean, orderly, and serviceable condition
• Utilizes lectures, journal clubs, local seminars, resident lectures, hospital displays and evaluation committee product presentations to support learning

• Bachelor's degree in related field
• 0-2 years general sales experience preferred
• Experience working in a team environment, particularly with sales people
• Ability to work in an operating room environment
• 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,…