Territory Manager, CRM (Great Plains)

Abbott • Columbia, MO

2d • $83,300 - $166,600 • Remote

About The Position

The Territory Manager is a field-based role in the Great Plains Region within Abbott’s Cardiac Rhythm Management division. The position leads CRM sales strategy in an assigned territory to achieve sales volume, market penetration, profitability, quality, cost, and delivery objectives. The Territory Manager coordinates Direct Sales Representatives, Clinical Specialists, and interns to cover implants of Abbott CRM products and directs subordinate activities. The role also involves calling on physicians, medical laboratories, hospitals, and hospital management to sell Abbott medical devices, support accounts, present products, and address customer needs.

The Territory Manager manages territory profitability, operating expenses, revenue per head, and physical inventory. The position analyzes sales and territory information, competitor activity, and product performance; prepares reports and special analyses; participates in contracting and may present bids and proposals. It also provides product training and technical support to medical professionals and hospital staff, promotes continuous quality improvement, helps resolve technical and personnel issues, and ensures compliance with company policies, quality and environmental systems, and applicable regulatory requirements. The role is remote in the United States, with 50% travel and significant periods of standing and walking, driving, and work in a clean room environment.

Requirements

• At least 5 years as a CRM sales representative.
• Comprehensive understanding of cardiac rhythm management technology.
• Bachelor’s degree in a relevant technical field or equivalent.
• Typically four or more years of progressively responsible sales experience, including medical device sales experience.
• Working knowledge of domestic regulations related to the medical device industry.
• Ability to analyze and evaluate technologically complex devices and work with and direct others effectively.
• Ability to prepare and deliver strong written and verbal communications.
• Familiarity with medical device industry policies, operations, and procedures.
• Documented record of delivering sales and marketing information that adds value to management decision-making.
• Ability to establish and maintain good working relationships with customers, physicians, hospital administrators, government agencies, medical groups, and other sales representatives.
• Verbal and written communication, negotiation, sales, interpersonal, and presentation skills.
• Ability to work in a highly matrixed and geographically diverse business environment.
• Verification of ability to satisfy vendor credentialing requirements, which may include COVID-19 vaccination.

Nice To Haves

• Advanced credential in a relevant discipline or concentration; professional certification or designation.
• Experience working in a broader enterprise or cross-division business unit model.

Responsibilities

• Lead CRM strategy within an assigned territory to achieve planned sales volume, market penetration, profitability, quality, cost, and delivery objectives.
• Supervise sales representatives and direct overall selling activity within the assigned territory.
• Coordinate implant schedules for Direct Sales Representatives and Clinical Specialists on the team.
• Contact and visit hospital management, physicians, and others to influence purchasing decisions and address customer questions and concerns.
• Participate in the contracting process for company products.
• Provide medical professionals with product information and training, staff education, in-services, and technical troubleshooting.
• Ensure required patient information is completed and forwarded to patient tracking when required.
• Manage physical inventory located within the assigned territory.
• Collect and study information about new and existing products and monitor competitor sales, prices, and products.
• Analyze sales statistics, prepare reports, and complete administrative sales duties such as expense reports, appointment scheduling, and travel planning.
• Attend trade shows and conferences as needed.
• Prepare special analyses and present bids and proposals to customers as needed.
• Remain current on developments in the field, regulatory requirements, and industry trends.
• Resolve or facilitate resolution of problems, identify causes, and prevent recurrence.
• Support company initiatives and comply with Quality Management Systems, Environmental Management Systems, FDA regulations, other regulatory requirements, company policies, procedures, and task assignments.
• Maintain positive and cooperative communications with employees, customers, contractors, and vendors.
• Perform other related duties and responsibilities as assigned.

Benefits

• Career development opportunities with an international company.
• 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, providing a path to a bachelor’s degree.

What This Job Offers

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