Territory Sales Manager - San Diego, CA

We are the people who give possibilities purpose

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.

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.

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?

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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

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 AZ - Tempe Headquarters

Additional Locations

Work Shift