Territory Manager, CardioMEMS - Bay Area, CA

Abbott; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Career development

Free HIP PPO medical plan

Excellent retirement plan

Tuition reimbursement & FreeU

Job summary

Abbott’s Heart Failure team in San Francisco is seeking a Territory Manager to drive CardioMEMS adoption, open new accounts, and grow revenue. You will build relationships with physicians, HF clinics, and hospital stakeholders, delivering clinical and strategic value while aligning with reimbursement and workflow needs.

You’ll lead educational events, coordinate with marketing and education teams, and support implanting centers across the region.

Qualifications

• 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.

Responsibilities

• 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 with Marketing, Professional Education, and Commercial Excellence teams.

Skills

Healthcare sales

Cardiology knowledge

Quota attainment

Account development

Payor landscape

Clinical presentations

Education

Bachelor's degree in business, Marketing, Life Sciences, Engineering, or related field

Job description

JOB DESCRIPTION:

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 122,000 colleagues serve people in more than 160 countries.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You'll also have access to:

• Career development with an international company where you can grow the career you dream of.
• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year
• An excellent retirement savings plan with high employer contribution
• Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor's degree.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

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) (last 3-5 years) 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