Territory Manager CardioMEMS - Indianapolis

Abbott Laboratories • Indianapolis, IN

59d • $43,900 - $109,200

About The Position

Abbott is seeking a Territory Manager for its Heart Failure business to drive adoption, open new accounts, and grow revenue for CardioMEMS. This hunter-oriented commercial role expands access, develops high-impact customer relationships, and integrates the therapy into clinical workflows across implanting centers and community hospitals.

The role combines sales and customer engagement, account management, market development, and technical and procedural support. The Territory Manager builds relationships with physicians, heart failure clinics, administrators, and other stakeholders; presents clinical, technical, and strategic information; supports pricing and contract discussions; and plans educational events. The role also supports procedures and post-operative troubleshooting, develops account and territory strategies, tracks performance and pipeline activity, and provides on-call support and case coverage across the region.

The Territory Manager collaborates with internal teams and customer-facing partners, supports clinic training and product introductions, maintains accurate sales documentation and forecasts, and complies with FDA regulations, company policies, quality standards, and operating procedures. Travel of 60–70% within the territory is required, including some overnight travel and early or late case support.

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 payor and insurance reimbursement landscape.
• Strong executive presence and experience delivering clinical or technical presentations to audiences of 1–50 stakeholders.
• Proven ability to influence cross-functional buying groups, including value analysis committees, supply chain, and service line leadership.
• Strong understanding of market dynamics.
• Strong commercial acumen and ability to produce data-driven territory strategies, forecasting models, and quarterly business reviews using CRM platforms, analytics, and Excel.
• Willingness to travel 60–70% within the territory, including some overnight travel and early or late case support.

Nice To Haves

• Two or more years of experience in cardiology structural heart or heart failure.
• Recent launch experience, preferably within the last 3–5 years, leading 2–3 program or therapy launches per year with evidence of sustainability, including pre-launch planning, stakeholder alignment and executive sponsorship, training and clinical workflow integration, and post-launch support and long-term sustainability plans.
• Experience driving program implementation and ongoing program maturity, such as heart failure clinic onboarding, remote monitoring workflow development, utilization ramp, and adoption metrics.
• Cath lab experience.
• Experience at top MedTech organizations.
• Experience operating in a competitive market with multiple industry players.
• Familiarity with cath lab or OR workflows.
• Salesforce experience preferred.

Responsibilities

• Build and maintain relationships with physicians, heart failure clinics, administrators, and 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 to support priority accounts with a unified strategy.
• 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 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.
• Provide procedural case coverage across the region and support implanting teams.
• Support heart failure 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 and compliant manner.

Benefits

• Employees can qualify for free medical coverage in the Health Investment Plan (HIP) 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 with an international company.

What This Job Offers

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