Territory Manager, CardioMEMS - Grand Rapids, MI

Abbott • Grand Rapids, MI

2d • $43,900 - $109,200 • Remote

About The Position

Abbott’s Heart Failure business develops 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 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 works with physicians, heart failure clinics, administrators, and other stakeholders; supports implanting teams and clinics; develops territory strategies; and collaborates with internal teams and external partners. The position is remote in the United States, with the role description identifying Grand Rapids, Michigan, as the territory. Travel is required.

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.
• 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.
• Ability to provide procedural support and meet the physical demands of prolonged standing and walking and driving.

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.
• Launch experience involving pre-launch planning, stakeholder alignment and executive sponsorship, training, education, clinical workflow integration, post-launch support, and long-term sustainability planning.
• Experience driving program implementation and ongoing program maturity, such as heart failure clinic onboarding, remote monitoring workflow development, and utilization ramp and adoption metrics.
• Experience with Salesforce; preferred CRM platform.
• 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.

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 conduct 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 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, trends, and competitive dynamics.
• Build and execute territory strategies to increase market share and 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 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

• Career development opportunities with an international company.
• 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, providing an affordable and convenient path to a bachelor’s degree.

What This Job Offers

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