Territory Manager, CardioMEMS -- Salt Lake City Metro

Abbott • Salt Lake, UT

3d • 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 therapy into clinical workflows at implanting centers and community hospitals.

The role combines sales and account development with clinical, technical, and procedural support. The Territory Manager works with physicians, heart failure clinics, administrators, and other stakeholders; develops territory and account strategies; and collaborates with internal teams to support adoption and sustainable utilization. The position is remote in the United States and covers the Salt Lake City metro territory, with travel and procedural support across the region.

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 expanding underdeveloped accounts to sustained utilization.
• Strong understanding of the payer and insurance reimbursement landscape.
• 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.
• 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 overnight travel and early or late case support.
• Ability to provide on-call support and procedural case coverage as required.

Nice To Haves

• Two or more years of cardiology structural heart or heart failure experience.
• Recent launch experience, preferably within the last 3–5 years, leading 2–3 program or therapy launches per year and demonstrating sustainability through active clinic users, workflow adherence, or utilization trends.
• Experience with pre-launch planning, stakeholder alignment and executive sponsorship, training and education, clinical workflow integration, post-launch support, and long-term sustainability plans.
• Experience driving program implementation and maturity, including heart failure clinic onboarding, remote monitoring workflow development, utilization ramp, and adoption metrics.
• Cath lab experience.
• Experience at leading MedTech organizations.
• Experience operating in a competitive market with multiple industry players.
• Familiarity with cath lab or operating room workflows.
• Salesforce experience 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 execute educational events 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 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 on unified strategies for priority accounts.
• 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 at 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 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 for 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 when necessary in a professional, compliant manner.

Benefits

• Employees may qualify 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, an affordable and convenient path to earning a bachelor’s degree.
• Career development opportunities.

What This Job Offers

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