Territory Manager, CardioMEMS -- Los Angeles, CA

Abbott • Los Angeles, CA

2d • $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 is a hunter-oriented commercial role focused on expanding access, developing customer relationships, and integrating therapy into clinical workflows across implanting centers and community hospitals. The position is remote in California and involves travel within the territory.

The role combines sales and customer engagement, account management, market development, competitive strategy, procedural and technical support, and compliance. The Territory Manager works with physicians, heart failure clinics, administrators, implanting teams, and internal cross-functional partners to support therapy adoption and account growth.

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.
• 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.
• 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 create 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 states willingness to travel 60–70% within the territory; the role details section separately lists travel as 25% of the time.

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 clinical workflow integration, and post-launch support and sustainability plans.
• 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.
• Experience with Salesforce is preferred.

Responsibilities

• Build and maintain relationships with physicians, heart failure clinics, administrators, and other key stakeholders.
• Deliver clinical, technical, and strategic presentations to support understanding and adoption of CardioMEMS therapy.
• Lead pricing discussions, contract negotiations, and value-based conversations.
• Plan and deliver 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 on unified strategies for priority accounts.
• 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 support 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.
• Adhere to 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

• 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 a high employer contribution.
• Tuition reimbursement.
• Freedom 2 Save student debt program.
• FreeU education benefit, described as an affordable and convenient path to earning a bachelor’s degree.

What This Job Offers

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