Territory Manager, CardioMEMS - Memphis, TN
Abbott, Memphis, TN, United States
Heart Failure
In Abbott’s Heart Failure (HF) business, we’re developing solutions to diagnose, monitor and manage heart failure, allowing people to restore their health and get on with their lives.
The Territory Manager (TM) is responsible for driving therapy adoption, opening new accounts, and growing revenue for CardioMEMS. This is a hunter-oriented commercial role focused on expanding access, building high‑impact customer relationships, and integrating the therapy into clinical workflows across implanting centers and community hospitals.
What You’ll Work On
Sales & Customer Engagement: Build and maintain strong relationships with physicians, HF clinics, administrators, and key stakeholders. Deliver clinical, technical, and strategic presentations to drive therapy understanding and adoption. Lead pricing discussions, contract negotiations, and value‑based conversations. Plan and execute educational events focused 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 closely with Marketing, Professional Education, and Commercial Excellence teams. Track territory performance, customer engagement, and pipeline activity.
Account Management & Program Development: Conduct quarterly business reviews with key accounts to assess performance and identify growth opportunities. Partner effectively with Clinical Account Representative to support priority accounts with a unified strategy. Develop long‑term relationships with both new and existing customers. Submit timely and accurate sales reports, forecasts, and competitive insights.
Market Development & Competitive Strategy: 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 strong knowledge of CardioMEMS, competitive products, and alternative therapies.
Technical & Procedural Support: Provide on‑call technical, clinical, and engineering support for field questions and procedural needs. Offer procedural case coverage across the region, ensuring high-quality support for implanting teams. Support HF clinics with training, education, clinical data collection, and new product introductions.
Compliance & Cross‑Functional Collaboration: 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, when necessary, in a professional, compliant manner.
Required Qualifications
Bachelor’s degree in business, marketing, life sciences, engineering, or related field.
3–5 years of direct healthcare sales experience; 2+ years in cardiology structural heart/heart failure preferred.
Track record of ≥100% to quota for 2 consecutive years.
Demonstrated success opening 3–5+ net‑new accounts/year or expanding underdeveloped accounts to sustained utilization.
Strong understanding of payor and insurance reimbursement landscape.
Recent launch experience (Preferred) leading 2–3 program or therapy launches/year with proof of sustainability (e.g., active clinic users, adherence to workflows, utilization trends), including pre‑launch planning, stakeholder alignment and executive sponsorship, training, education, and clinical workflow integration, post‑launch support and long‑term sustainability plans.
Experience driving program implementation and ongoing program maturity, such as HF clinic onboarding, remote monitoring workflow development, utilization ramp and adoption metrics.
Strong executive presence, clinical/technical presentations to audiences of 1–50 stakeholders.
Proven ability to influence cross‑functional buying groups (value analysis committees, supply chain, service line leadership) and influencing multiple key stakeholders to drive growth.
Strong understanding of market dynamics.
Strong commercial acumen with ability to produce data‑driven territory strategies, forecasting models, and QBRs using CRM platforms (Salesforce preferred), analytics, and Excel.
Willingness to travel 60‑70% within territory, including some overnight and early/late case support.
Preferred Qualifications
Cath Lab experience preferred.
2+ years in cardiology structural heart/heart failure preferred.
Experience at top MedTech organizations.
Experience operating in a competitive market with multiple industry players.
Familiarity with Cath lab/OR workflows.
Abbott is an Equal Opportunity Employer, committed to employee diversity.
The base pay for this position is $43,900.00 – $109,200.00. In specific locations, the pay range may vary from the range posted.
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In Abbott’s Heart Failure (HF) business, we’re developing solutions to diagnose, monitor and manage heart failure, allowing people to restore their health and get on with their lives.
The Territory Manager (TM) is responsible for driving therapy adoption, opening new accounts, and growing revenue for CardioMEMS. This is a hunter-oriented commercial role focused on expanding access, building high‑impact customer relationships, and integrating the therapy into clinical workflows across implanting centers and community hospitals.
What You’ll Work On
Sales & Customer Engagement: Build and maintain strong relationships with physicians, HF clinics, administrators, and key stakeholders. Deliver clinical, technical, and strategic presentations to drive therapy understanding and adoption. Lead pricing discussions, contract negotiations, and value‑based conversations. Plan and execute educational events focused 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 closely with Marketing, Professional Education, and Commercial Excellence teams. Track territory performance, customer engagement, and pipeline activity.
Account Management & Program Development: Conduct quarterly business reviews with key accounts to assess performance and identify growth opportunities. Partner effectively with Clinical Account Representative to support priority accounts with a unified strategy. Develop long‑term relationships with both new and existing customers. Submit timely and accurate sales reports, forecasts, and competitive insights.
Market Development & Competitive Strategy: 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 strong knowledge of CardioMEMS, competitive products, and alternative therapies.
Technical & Procedural Support: Provide on‑call technical, clinical, and engineering support for field questions and procedural needs. Offer procedural case coverage across the region, ensuring high-quality support for implanting teams. Support HF clinics with training, education, clinical data collection, and new product introductions.
Compliance & Cross‑Functional Collaboration: 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, when necessary, in a professional, compliant manner.
Required Qualifications
Bachelor’s degree in business, marketing, life sciences, engineering, or related field.
3–5 years of direct healthcare sales experience; 2+ years in cardiology structural heart/heart failure preferred.
Track record of ≥100% to quota for 2 consecutive years.
Demonstrated success opening 3–5+ net‑new accounts/year or expanding underdeveloped accounts to sustained utilization.
Strong understanding of payor and insurance reimbursement landscape.
Recent launch experience (Preferred) leading 2–3 program or therapy launches/year with proof of sustainability (e.g., active clinic users, adherence to workflows, utilization trends), including pre‑launch planning, stakeholder alignment and executive sponsorship, training, education, and clinical workflow integration, post‑launch support and long‑term sustainability plans.
Experience driving program implementation and ongoing program maturity, such as HF clinic onboarding, remote monitoring workflow development, utilization ramp and adoption metrics.
Strong executive presence, clinical/technical presentations to audiences of 1–50 stakeholders.
Proven ability to influence cross‑functional buying groups (value analysis committees, supply chain, service line leadership) and influencing multiple key stakeholders to drive growth.
Strong understanding of market dynamics.
Strong commercial acumen with ability to produce data‑driven territory strategies, forecasting models, and QBRs using CRM platforms (Salesforce preferred), analytics, and Excel.
Willingness to travel 60‑70% within territory, including some overnight and early/late case support.
Preferred Qualifications
Cath Lab experience preferred.
2+ years in cardiology structural heart/heart failure preferred.
Experience at top MedTech organizations.
Experience operating in a competitive market with multiple industry players.
Familiarity with Cath lab/OR workflows.
Abbott is an Equal Opportunity Employer, committed to employee diversity.
The base pay for this position is $43,900.00 – $109,200.00. In specific locations, the pay range may vary from the range posted.
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