Territory Manager, CardioMEMS - Los Angeles

Abbott • Los Angeles, CA

1d • Remote

About The Position

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.

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 (e.g., active clinic users, adherence to workflows, utilization trends), including: Pre-launch planning, Stakeholder alignment and executive sponsorship, Training, education, and clinical workflow integration, Post launch support and long-term sustainability plans.
• Experience driving program implementation and ongoing program maturity, such as: HF clinic onboarding, Remote monitoring workflow development, Utilization ramp and adoption metrics
• Strong executive presence, clinical/technical presentations to audiences of 1–50 stakeholders.
• Proven ability to influence cross‑functional buying groups (value analysis committees, supply chain, service line leadership)
• 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 (Salesforce preferred), analytics, and Excel.
• Willingness to travel 60-70% within territory, including some overnight and early/late case support.

Nice To Haves

• Cath Lab experience preferred
• 2+ years in cardiology structural heart/heart failure preferred.
• Experience at top MedTech organizations.
• Experience operating in a competitive market with multiple industry players.
• Familiarity with Cath lab/OR workflows.

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.

Benefits

• Free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year
• Excellent retirement savings plan with high employer contribution
• Tuition reimbursement
• Freedom 2 Save student debt program
• FreeU education benefit

What This Job Offers

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