Territory Manager, CMEMS - Detroit, MI

Abbott • Detroit, MI

5d • 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 CardioMEMS therapy adoption, opening new accounts, and growing revenue. This hunter-oriented commercial role expands access, builds customer relationships, and integrates the therapy into clinical workflows across implanting centers and community hospitals.

The position develops relationships with physicians, heart failure clinics, administrators, and other stakeholders; delivers clinical, technical, and strategic presentations; leads pricing and contract discussions; and conducts educational events. The Territory Manager supports procedures and post-operative troubleshooting, meets sales targets, executes business plans, and collaborates with internal teams. The role also develops accounts and territory strategy, identifies new business opportunities, tracks performance and pipeline activity, and provides technical, clinical, and engineering support for field and procedural needs.

The role requires compliance with FDA regulations, company policies, quality standards, and operating procedures, as well as accurate documentation of sales activities, customer interactions, and expenses. The position is remote in the United States, with the listed location of Detroit, Michigan, and requires substantial travel within the territory. The posting describes travel as 60–70% in the qualifications and 50% in the job details.

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 landscape.
• Strong executive presence and ability to deliver clinical and 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.
• Ability to influence multiple key stakeholders to drive growth.
• 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 within the territory, including some overnight travel and early or late case support.
• Ability to provide procedural case support and on-call technical, clinical, and engineering support.

Nice To Haves

• 2+ 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, such as active clinic users, workflow adherence, and utilization trends.
• Experience with pre-launch planning, stakeholder alignment and executive sponsorship, training and education, clinical workflow integration, 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, and 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

• Drive CardioMEMS therapy adoption, open new accounts, and grow territory revenue.
• Build and maintain relationships with physicians, heart failure clinics, administrators, and other key stakeholders.
• Deliver clinical, technical, and strategic presentations to promote therapy understanding and adoption.
• Lead pricing discussions, contract negotiations, and value-based conversations.
• Plan and execute educational events covering 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 and identify growth opportunities.
• Partner with the Clinical Account Representative on unified strategies for priority accounts.
• Develop long-term relationships with new and existing customers.
• Submit timely, accurate sales reports, forecasts, and competitive insights.
• Identify, qualify, and convert opportunities across implanting and community sites.
• Use market insights to understand customer needs, trends, and competitive dynamics, and execute territory strategies to increase market share and 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 and support 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, 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 getting a bachelor’s degree.
• Career development opportunities.

What This Job Offers

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