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About the Role

The Territory Manager (TM) is responsible for driving therapy adoption, opening new accounts, and growing revenue for CardioMEMS. This is a hunter-oriented commercial role focused on expanding access, building high-impact customer relationships, and integrating the therapy into clinical workflows across implanting centers and community hospitals.

Responsibilities

• Build and maintain strong relationships with physicians, HF clinics, administrators, and key stakeholders.
• Deliver clinical, technical, and strategic presentations to drive therapy understanding and adoption.
• Lead pricing discussions, contract negotiations, and value-based conversations.
• Plan and execute educational events focused on hemodynamics, GDMT, published data, biomarkers, patient selection, and local case studies.
• Provide day-of-procedure support and post-operative troubleshooting as needed.
• Meet or exceed sales targets and execute quarterly business plans.
• Collaborate closely with Marketing, Professional Education, and Commercial Excellence teams.
• Track territory performance, customer engagement, and pipeline activity.
• Conduct quarterly business reviews with key accounts to assess performance and identify growth opportunities.
• Partner effectively with Clinical Account Representative to support priority accounts with a unified strategy.
• Develop long-term relationships with both new and existing customers.
• Submit timely and accurate sales reports, forecasts, and competitive insights.
• Identify, qualify, and convert new business opportunities across implanting and community sites.
• Use market insights to understand customer needs, emerging trends, and competitive dynamics.
• Build and execute territory strategies to increase market share and drive sustainable adoption.
• Maintain strong knowledge of CardioMEMS, competitive products, and alternative therapies.
• Provide on-call technical, clinical, and engineering support for field questions and procedural needs.
• Offer procedural case coverage across the region, ensuring high-quality support for implanting teams.
• Support HF clinics with training, education, clinical data collection, and new product introductions.
• Adhere to FDA regulations, company policies, quality standards, and operating procedures.
• Maintain accurate documentation of sales activities, customer interactions, and expenses.
• Work collaboratively with internal partners, customers, contractors, and vendors.
• Interact with patients, when necessary, in a professional, compliant manner.

Requirements

• Bachelor’s degree in business, Marketing, Life Sciences, Engineering, or related field.
• 3–5 years of direct healthcare sales experience.
• 2+ years in cardiology structural heart/heart failure preferred.
• Track record of ≥100% to quota for 2 consecutive years.
• Demonstrated success opening 3–5+ net‑new accounts/year or expanding underdeveloped accounts to sustained utilization.
• Strong understanding of payor and insurance reimbursement landscape.
• Recent launch experience (Preferred) (last 3–5 years) leading 2–3 program or therapy launches/year with proof of sustainability.
• Experience driving program implementation and ongoing program maturity.
• Strong executive presence, clinical/technical presentations to audiences of 1–50 stakeholders.
• Proven ability to influence cross‑functional buying groups.
• Influencing multiple key stakeholders to drive growth.
• Strong understanding of market dynamics.
• Strong commercial acumen with ability to produce data‑driven territory strategies, forecasting models, and QBRs using CRM platforms, analytics, and Excel.
• Willingness to travel 60-70% within territory, including some overnight and early/late case support.
• Cath Lab experience preferred.
• Experience at top MedTech organizations.
• Experience operating in a competitive market with multiple industry players.
• Familiarity with Cath lab/OR workflows.

Skills

• Cardiology structural heart/heart failure
• Healthcare sales
• Sales presentations
• Contract negotiations
• Value-based conversations
• Educational event planning
• Hemodynamics
• GDMT
• Patient selection
• Account management
• Sales reporting
• Forecasting
• Market insights
• Competitive strategy
• Technical support
• Clinical support
• Engineering support
• Compliance
• Cross-functional collaboration
• CRM platforms (Salesforce preferred)
• Analytics
• Excel

Location

• United States of America : Remote

Work Type

• Remote
• Full-time

Experience Level

• 3-5 years
• 2+ years

Education Level

• Bachelor’s degree

Salary/Compensations

• $43,900.00 – $109,200.00

Benefits

• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with high employer contribution.
• Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit.
• Health and wellness benefits

About the Company

• Abbott is a global healthcare leader that helps people live more fully at all stages of life.
• Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines.
• Our 115,000 colleagues serve people in more than 160 countries.
• In Abbott’s Heart Failure (HF) business, we’re developing solutions to diagnose, monitor and manage heart failure, allowing people to restore their health and get on with their lives.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

Equal Opportunity

• Abbott is an Equal Opportunity Employer, committed to employee diversity.
• Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.