Territory Manager -- Tucson, AZ

Abbott • Tucson, AZ

22d • $43,900 - $109,200 • Remote

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 across implanting centers and community hospitals. The position is remote and based in the United States, with territory travel required.

The role combines sales and customer engagement, account management, market development, technical and procedural support, and cross-functional collaboration. The Territory Manager works with physicians, heart failure clinics, administrators, and other stakeholders; supports procedural cases and clinical programs; and develops territory strategies to increase market share and sustainable adoption. The position requires compliance with FDA regulations, company policies, quality standards, and operating procedures.

The listed base pay range is $43,900 to $109,200, with ranges potentially varying by location. The posting describes a standard work shift and lists travel as required; the experience section separately states willingness to travel 60–70% within the territory, including some overnight 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 payer and insurance reimbursement.
• Experience driving program implementation and ongoing program maturity, such as heart failure clinic onboarding, remote monitoring workflow development, and utilization ramp and adoption metrics.
• 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.
• Strong commercial acumen and ability to develop data-driven territory strategies, forecasting models, and quarterly business reviews using CRM platforms, analytics, and Excel.
• Willingness to travel within the territory, including some overnight travel and early or late case support.
• The posting describes continuous sitting for prolonged periods (more than two consecutive hours in an eight-hour day), continuous walking for prolonged periods (more than two hours at a time in an eight-hour day), and keyboard use for at least 50% of the workday.

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 education, clinical workflow integration, post-launch support, and long-term sustainability planning.
• 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 is preferred.

Responsibilities

• Build and maintain relationships with physicians, heart failure clinics, administrators, and other 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 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, supporting implanting teams.
• Support heart failure clinics with training, education, clinical data collection, and new product introductions.
• Comply with 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 in a compliant manner 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 a high employer contribution.
• Tuition reimbursement.
• Freedom 2 Save student debt program.
• FreeU education benefit, an affordable and convenient path to getting a bachelor’s degree.
• Career development opportunities with an international company.
• Health and wellness benefits.

What This Job Offers

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