Territory Manager, CardioMEMS - Memphis, TN

Abbott • Memphis, TN

1d • Remote

About The Position

Abbott is a global healthcare leader dedicated to helping people live more fully at all stages of life. The company offers extensive career development opportunities, potential for free medical coverage, an excellent retirement savings plan, tuition reimbursement, and student debt programs. Abbott is recognized globally as a great place to work, including for diversity, working mothers, female executives, and scientists. In the Heart Failure (HF) business, Abbott develops solutions to diagnose, monitor, and manage heart failure. The Territory Manager (TM) is a commercial role focused on driving therapy adoption, opening new accounts, and growing revenue for CardioMEMS. This involves expanding access, building strong customer relationships, and integrating the therapy into clinical workflows across implanting centers and community hospitals. The role requires meeting sales targets, executing business plans, and collaborating with various internal teams. Key responsibilities include sales and customer engagement, account management, program development, market development, competitive strategy, technical and procedural support, and ensuring compliance with regulations and company policies.

Requirements

• Bachelor’s degree in business, Marketing, Life Sciences, Engineering, or related field.
• 3–5 years of direct healthcare sales experience.
• 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.
• 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

• Recent launch experience (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.
• Cath Lab experience.
• 2+ years in cardiology structural heart/heart failure.
• 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

• Career development with an international company where you can grow the career you dream of.
• 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.
• FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.
• 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.
• Health and wellness benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees