Territory Manager, CMEMS - Detroit, MI

Abbott Laboratories • Detroit, MI

1d • $43,900 - $109,200

About The Position

Abbott’s Heart Failure business is developing solutions to diagnose, monitor, and manage heart failure. The Territory Manager is responsible for driving adoption of CardioMEMS therapy, opening new accounts, and growing revenue. This hunter-oriented commercial role expands access, builds customer relationships, and integrates therapy into clinical workflows at implanting centers and community hospitals.

The role develops relationships with physicians, heart failure clinics, administrators, and other stakeholders; delivers clinical, technical, and strategic presentations; and supports pricing, contract negotiations, education, and procedural needs. The Territory Manager develops account and territory strategies, tracks business performance, identifies opportunities and competitive dynamics, and works with internal and external partners to support long-term adoption. The position also provides technical and clinical support, including procedural case coverage and on-call support, while maintaining compliance with regulations and company requirements.

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 ability to deliver clinical and technical presentations to audiences of 1–50 stakeholders.
• Ability to influence cross-functional buying groups, including value analysis committees, supply chain, and service line leadership.
• Strong understanding of market dynamics.
• Commercial acumen and ability to create 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 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 workflow integration, and post-launch support.
• 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 operating room workflows.
• Salesforce experience is preferred.

Responsibilities

• Build and maintain relationships with physicians, heart failure clinics, administrators, and other key stakeholders.
• Deliver clinical, technical, and strategic presentations to encourage understanding and adoption of CardioMEMS therapy.
• Lead pricing discussions, contract negotiations, and value-based conversations.
• Plan and execute educational events on hemodynamics, guideline-directed medical therapy, 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 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 for implanting teams.
• Support heart failure clinics with training, education, clinical data collection, and new product introductions.
• Follow FDA regulations, company policies, quality standards, and operating procedures.
• Maintain accurate documentation of sales activities, customer interactions, and expenses.
• Collaborate with internal partners, customers, contractors, and vendors.
• Interact with patients professionally and compliantly when necessary.

Benefits

• Employees may 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, offering an affordable and convenient path to earning a bachelor’s degree.
• Career development opportunities.

What This Job Offers

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