C. R. Bard, Inc.

  • Territory Manager, Oklahoma City, OK

    Posted Date 3 weeks ago(10/31/2018 2:16 PM)
    Job ID
    2018-12544
    Career Level
    experienced
    Relocation
    No
    Location
    US-OK-Oklahoma City
  • Summary of Position with General Responsibilities

    Represents Davol in a specific geographical area assigned by the Company. Responsible for attaining sales goals established by the Company within the designated territory and budget. Responsible for increasing sales of current accounts and establishing new accounts. Positions self as a product expert. 

     

    Sales Trainers: Provides field training to new sales employees through a standardized corporate training program.

    Essential Job Functions

    Presents, educates, and provides in-services on the process/procedure of properly using the

    Company’s products to surgeons, OR staff, and other individuals. These duties include, but are

    not limited to:

    • Providing on-site technical support during procedures to ensure proper use of the
    • Training and educating physicians and hospital staff on the use of the products.
    • Ensuring surgeons and staff have the most current product information available.
    • Ensuring effective utilization of the products by all trained surgeons within territory.
    • Maintains thorough knowledge and capabilities of the Company’s products, channels and methods of distribution.
    • Responsible for meeting territory sales and profitability goals.
    • Responsible for developing new prospects and establishing customers.
    • Informs customers of new and current products, backorders, general order status, current pricing structure, company policy changes, and forecasts for new needs.
    • Achieves prompt, mutually satisfactory solution to customers’ complaints.
    • Keeps promises and appointments. Exercises courtesy and ethical manners at all times.
    • Attends customers’ meetings and tradeshows. Gives thorough post-convention report: number in attendance, competitors present, new product introductions, and recommendations for subsequent shows.
    • Establishes Davol products as the standard for bid accounts through surgeon specifications.
    • Performs special projects and other duties as assigned.

     

    SPECIFIC RESPONSIBILITIES - TERRITORY

    • Territory Managers inform District Manager and Franchise of significant market changes,competitive activity, customers’ credit status, and needed company policy changes. Should be thoroughly knowledgeable of competitive distribution, discounts, local terms, strategy, including strengths and weaknesses.
    • Recommends special sales projects, product additions, and termination of accounts.
    • Carries out District Manager’s special assignments promptly.
    • Refers potential sales candidates to District Managers

     

    SPECIFIC RESPONSIBILITIES - PERSONAL

    • Maintains equipment, advertising, and promotional matter in a presentable and orderly manner.
    • Organization: (A) Completes all paperwork on time and thoroughly; (B) Keeps accurate up-to date account records; (C) Utilizes funnel to set goals and target accounts; (D) Devises and follows route plan guided by customers’ buying habits, current volume of orders, location of prospects, and competitive circumstances.
    • Proper use of productive selling time; i.e., dealer calls in late afternoon with a minimum of three O.R.s per day and four surgeon contacts per day. Doctors not available at the hospital to be contacted in their office.
    • Acquires comprehensive knowledge of prices, discounts, availability of each product according to quality and quantity.
    • Maintains 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. Must be able to apply this knowledge to adequately conduct in-service education to all hospitals.
    • Stays within expense budget.
    • Knows and effectively uses selling presentations as well as standard answers to objections.
    • Recognizes need for continual training. To upgrade knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, sales forecast ability.
    • Maintains judicious relations with District Manager, fellow Territory Managers, and customers.
    • Plans sales calls on a continuous basis, organizes time for effective coverage of territory, elimination of needless driving. A daily written plan is to be used.
    • Develops thorough knowledge of company policies, ability to interpret them to customers and prospects.
    • Maintains the company car in a clean, orderly, and serviceable condition. 
    • Uses 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 required.
    • Minimum of 2 years general sales experience, medical sales experience preferred OR 1 year in a Bard Associate Territory Manager role preferred.
    • Senior Territory Manager – achieve President’s Club status with career sales increase of $2.2M
    • Account Executive – achieve President’s Gold Club status with career sales increase of $3.2M
    • Senior Account Executive – achieve President’s Diamond Club status with career sales increase of $4.4M

    Additional Desirable Qualifications Skills and Knowledge

    • Senior Account Executive – achieve President’s Hall of Fame Club status with career sales increase of $5.4M
    • Strong interpersonal, oral, communication, organizational and planning skills.
    • Thorough understanding of the needs/analysis approach to sales.
    • Understands the product buyer concept.
    • Understands contract administration.
    • Understands principles of group purchasing to include research, formulating and recommend proposal.   
    • Must possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
    • Must possess and maintain a criminal background satisfactory to Bard. Criminal backgrounds may be monitored on an annual basis or as needed.
    • Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced.
    • Ability to travel at least 60%, including overnight travel.
    • Procedure knowledge adequate to illustrate convincingly the benefits of the Company’s products.

    • Basic anatomy - Ability to discuss the various products in relation to the human body.

    • Familiarity with medical and surgical terminology.

    Education and/or Experience

    • Bachelor’s Degree required.
    • Minimum of 2 years general sales experience, medical sales experience preferred OR 1 year in a Bard Associate Territory Manager role preferred.

    Work Environment

    RELATIONSHIPS

    Internal – Sales Training, Marketing, National Accounts, Customer Service, Contracts, Field Sales Team

     

    External – KOLs, Surgeons, Physicians, Nurses, Sourcing

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