Territory Manager, CardioMEMS - Boston, MA

Abbott • Boston, MA

4d • 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 adoption of CardioMEMS therapy, 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 is listed as remote in the United States, with the territory based in Boston, Massachusetts.

The role combines sales, account and program development, market development, and technical and procedural support. The Territory Manager builds and maintains relationships with physicians, heart failure clinics, administrators, and other stakeholders; presents clinical, technical, and strategic information; leads pricing and contract discussions; and plans educational events. The role also supports procedures and troubleshooting, develops territory and account strategies, monitors performance and pipeline activity, and partners with internal teams and a Clinical Account Representative.

The Territory Manager provides on-call technical, clinical, and engineering support, procedural case coverage, and training for heart failure clinics. The role requires compliance with FDA regulations, company policies, quality standards, and operating procedures, as well as accurate documentation of sales activities, customer interactions, and expenses. Travel within the territory is required; the posting states 60–70% in the qualifications and 50% in the job details.

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 achieving at least 100% of quota for two consecutive years.
• Demonstrated success opening 3–5 or more net-new accounts per year or growing underdeveloped accounts to sustained utilization.
• Strong understanding of payer and insurance reimbursement.
• Experience driving program implementation and ongoing program maturity, such as heart failure clinic onboarding, remote monitoring workflow development, utilization ramp, and adoption metrics.
• Strong executive presence and ability to deliver clinical and 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.
• Ability to influence multiple key stakeholders to drive growth.
• 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 travel and early or late case support.

Nice To Haves

• Two 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 and executive sponsorship, training and education, clinical workflow integration, post-launch support, and long-term sustainability plans.
• 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.
• Experience with Salesforce; preferred CRM platform.

Responsibilities

• Drive CardioMEMS therapy adoption, open new accounts, and grow territory revenue.
• Build and maintain relationships with physicians, heart failure clinics, administrators, and other key stakeholders.
• Deliver clinical, technical, and strategic presentations to promote therapy understanding and adoption.
• Lead pricing discussions, contract negotiations, and value-based conversations.
• Plan and execute educational events covering 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 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 with the Clinical Account Representative to support priority accounts with a unified strategy.
• 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 competitive dynamics; build and execute territory strategies to increase market share and 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.
• Provide procedural case coverage across the region and support implanting teams.
• Support heart failure clinics with training, education, clinical data collection, and new product introductions.
• Comply with FDA regulations, company policies, quality standards, and operating procedures.
• Maintain accurate documentation of sales activities, customer interactions, and expenses.
• Collaborate with internal partners, customers, contractors, and vendors; interact with patients professionally and compliantly when necessary.

Benefits

• Career development opportunities with an international company.
• Employees may qualify for free medical coverage in the Health Investment Plan (HIP) 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 and pathway to a bachelor’s degree.

What This Job Offers

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