Territory Manager, CMEMS -- Des Moines Metro

Abbott • Cedar Rapids, IA

3d • 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 CardioMEMS therapy adoption, opening new accounts, and growing revenue. This hunter-oriented commercial role focuses on expanding access, building high-impact customer relationships, and integrating the therapy into clinical workflows across implanting centers and community hospitals. The position is remote and covers the Des Moines Metro territory.

The role includes developing customer relationships and delivering clinical, technical, and strategic presentations; leading pricing discussions and contract negotiations; supporting educational events and clinical workflows; and providing procedural and post-operative support. The Territory Manager is also responsible for account development, territory planning, market development, sales reporting, and collaboration with internal teams and clinical account representatives. The position requires compliance with FDA regulations and company policies, accurate documentation, and professional interaction with patients when necessary.

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 payer and insurance reimbursement landscape.
• Experience driving program implementation and ongoing program maturity, including heart failure clinic onboarding, remote monitoring workflow development, 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.
• Ability to influence multiple key stakeholders to drive growth.
• Strong understanding of market dynamics.
• 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.

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, 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 planning.
• 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.
• Familiarity with Salesforce.

Responsibilities

• Build and maintain relationships with physicians, heart failure clinics, administrators, and other key stakeholders.
• Deliver clinical, technical, and strategic presentations to drive 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 and support 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.
• Work collaboratively with internal partners, customers, contractors, and vendors.
• Interact with patients in a professional and compliant manner 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