Territory Manager, MCS -- Northern California

Abbott • San Jose, CA

22h • $83,300 - $166,600 • Remote

About The Position

Abbott’s Heart Failure division develops medical technologies for heart and vascular disease. The Territory Manager, MCS is responsible for sales and customer support for Abbott Ventricular Assist Device (VAD) systems in the assigned Northern California territory. The role works to achieve sales targets, grow the business, support customers clinically and technically, and maintain customer satisfaction.

The position manages territory accounts and sales processes, including contract negotiations, quotes, account planning, forecasting, reports, expenses, and customer complaints. It collaborates with territory colleagues and cross-functional teams to provide customer service and support, and serves as a liaison between customers and Abbott departments. The role is remote in the United States and requires extensive travel throughout the territory, including overnight travel.

Requirements

• Bachelor’s degree in a relevant field of study or equivalent.
• Five years of medical device sales experience within the cardiovascular field.
• Ability to travel extensively throughout the territory, including overnight travel.
• Understanding of hospital account management and a demonstrated ability to establish strong customer relationships.

Responsibilities

• Achieve sales targets outlined in the SIP and Vital Few.
• Maintain clinical knowledge of Abbott VAD systems and support cases as needed.
• Manage business processes, including customer contract negotiations, price quotes, complaints, monthly reports, TAPs, Blue Sheets, Partnership Summary, SFA, RMA, and expense reporting.
• Collaborate with the territory team and cross-functional departments, including Clinical, Market Development, Training and Education, Center Development, Reimbursement, Technical Services, Customer Service, Marketing, and Field Management.
• Grow the business through account assessment, forecasting, and strategic planning using the Strategic Selling Sales Methodology.
• Ensure customer satisfaction and adhere to AdvaMed guidelines.
• Understand and apply hospital administration, purchasing, and reimbursement policies.
• Participate in region-wide projects.
• Build customer relationships, initiate account contacts, conduct sales calls, and provide clinical and technical support to current and potential accounts.
• Prepare territory budgets and revenue forecasts; provide field input into strategic and tactical planning and sales projections for inventory forecasting.
• Monitor and report relevant sales activity, calls, calendars, and sales against objectives by account; provide market feedback and input for formal offers and price quotes.
• Complete sales and expense reports and other management-requested documentation on time and in accordance with company policy; maintain a planning calendar and manage the expense budget.
• Protect company equipment and confidential information, and provide support at trade shows as requested.
• Report product failures and customer complaints to Regulatory Affairs and, as appropriate, Technical Services through established processes.
• Share product improvement and potential accessory ideas with Research and Development.
• Perform other duties as assigned by management.

Benefits

• Free medical coverage may be available through the Health Investment Plan (HIP) PPO medical plan for qualifying employees in the next calendar year.
• Retirement savings plan with a 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