Territory Manager, CardioMEMS - Bay Area, CA

Abbott • San Jose, CA

2d • $43,900 - $109,200 • Remote

About The Position

Abbott’s Heart Failure business develops solutions to diagnose, monitor, and manage heart failure. The Territory Manager is responsible for driving CardioMEMS therapy adoption, opening new accounts, and growing revenue. This hunter-oriented commercial role expands access, builds customer relationships, and integrates the therapy into clinical workflows across implanting centers and community hospitals.

The position develops customer relationships, delivers clinical and strategic education, supports procedures, negotiates pricing and contracts, and executes territory and account growth plans. It also provides technical and clinical support, develops new business, monitors market and competitive dynamics, and maintains compliance and accurate business records. The role is based remotely in California and requires travel within the territory. The posting lists travel as 25% of the time; the qualifications section also states willingness to travel 60–70% within the territory, including some overnight and early/late case support.

Requirements

• Bachelor’s degree in business, marketing, life sciences, engineering, or a related field.
• 3–5 years of direct healthcare sales experience.
• Track record of at least 100% quota attainment for two consecutive years.
• Demonstrated success opening 3–5 or more net-new accounts per year, or expanding underdeveloped accounts to sustained utilization.
• Strong understanding of the payer and insurance reimbursement landscape.
• Strong executive presence and experience delivering clinical or technical presentations to audiences of 1–50 stakeholders.
• Ability to influence cross-functional buying groups, including value analysis committees, supply chain, and service line leadership.
• Strong understanding of market dynamics.
• Strong commercial acumen and ability to develop data-driven territory strategies, forecasting models, and quarterly business reviews using CRM platforms, analytics, and Excel.
• Willingness to travel within the territory, including some overnight and early/late case support; the posting gives differing travel estimates of 25% and 60–70%.
• Ability to support procedural needs and provide technical, clinical, and engineering support.

Nice To Haves

• 2 or more years of experience in cardiology structural heart or heart failure.
• Recent launch experience, preferably within the last 3–5 years, leading 2–3 program or therapy launches per year with evidence of sustainability, including pre-launch planning, stakeholder alignment, training, clinical workflow integration, and long-term support.
• Experience driving program implementation and maturity, such as heart failure clinic onboarding, remote monitoring workflow development, utilization ramp-up, and adoption metrics.
• Cath lab experience.
• Experience at top MedTech organizations.
• Experience operating in a competitive market with multiple industry players.
• Familiarity with cath lab or operating room workflows.
• Salesforce experience is preferred.

Responsibilities

• Build and maintain relationships with physicians, heart failure clinics, administrators, and other key stakeholders.
• Deliver clinical, technical, and strategic presentations to increase understanding and adoption of CardioMEMS therapy.
• Lead pricing discussions, contract negotiations, and value-based conversations.
• Plan and conduct educational events on hemodynamics, guideline-directed medical therapy, 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 with Marketing, Professional Education, and Commercial Excellence teams.
• Track territory performance, customer engagement, and pipeline activity.
• Conduct quarterly business reviews with key accounts and identify performance and growth opportunities.
• Partner with the Clinical Account Representative on priority-account strategies.
• Develop long-term relationships with 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, trends, and competition; develop territory strategies to grow market share and adoption.
• Maintain knowledge of CardioMEMS, competitive products, and alternative therapies.
• Provide on-call technical, clinical, and engineering support for field questions and procedural needs.
• Provide regional procedural case coverage for implanting teams.
• Support heart failure clinics with training, education, clinical data collection, and new product introductions.
• Follow FDA regulations, company policies, quality standards, and operating procedures.
• Maintain accurate records of sales activities, customer interactions, and expenses.
• Collaborate with internal partners, customers, contractors, and vendors.
• Interact professionally and compliantly with patients when necessary.

Benefits

• Potential qualification for free medical coverage in the Health Investment Plan PPO medical plan in the next calendar year.
• Retirement savings plan with high employer contribution.
• Tuition reimbursement.
• Freedom 2 Save student debt program.
• FreeU education benefit for pursuing a bachelor’s degree.
• Career development opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level