Territory Manager, CardioMEMS - Los Angeles, CA
Abbott Laboratories
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Job summary
Abbott is hiring a Territory Manager for the Heart Failure (CardioMEMS) business. This remote role in California focuses on driving therapy adoption, opening new accounts and growing revenue by integrating therapy into clinical workflows.
You will deliver clinical and business presentations, lead pricing discussions and collaborate with Marketing, Professional Education and Commercial Excellence. Expect 60-70% travel; strong data-driven territory planning is essential.
Qualifications
- Bachelor’s degree in Business, Marketing, Life Sciences or related field.
- 3–5 years of direct healthcare sales; 2+ years in cardiology/heart failure preferred.
- Track record of meeting or exceeding quota for 2 consecutive years.
- Opened 3–5 net-new accounts per year or expanded underdeveloped accounts.
- Strong payor and insurance reimbursement knowledge.
- Recent product launches with program maturity and adoption evidence.
- Willingness to travel 60–70% within territory.
Responsibilities
- Build and maintain relationships with physicians, HF clinics and key stakeholders.
- Deliver clinical, technical and strategic presentations to drive adoption.
- Lead pricing discussions, contract negotiations and value-based conversations.
- Plan and execute educational events on GDMT, data and 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, Education and Commercial Excellence teams.
- Track territory performance, customer engagement, and pipeline activity.
Skills
Education
Tools
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.
JOB DESCRIPTION: About Abbott Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
Working at Abbott At Abbott, you can do work that matters, grow, and learn, care for yourself and your 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 a 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 worldwide 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 the best place to work for diversity, working mothers, female executives, and scientists.
This is a remote opportunity with 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. As a Territory Manager (TM), you will be 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.
- 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.
- 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.
- 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.
- 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.
- 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 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 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) 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.
- 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.
Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.
EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf
EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf
Our medical devices help more than 10,000 people have healthier hearts, improve quality of life for thousands of people living with chronic pain and movement disorders, and liberate more than 500,000 people with diabetes from routine fingersticks.
As a global leader in Cardiac Rhythm Technologies, we focus on innovative technologies that can improve the way doctors treat people with heart arrhythmias, or irregular heartbeats.
We’re focused on helping people with diabetes manage their health with life-changing products that provide accurate data to drive better‑informed decisions. We’re revolutionizing the way people monitor their glucose levels with our new sensing technology.
Abbott Vascular provides innovative, minimally invasive, and cost-effective products for treatment of vascular disease.
Our Neuromodulation business includes implantable devices compatible with mobile technology to help people who suffer from chronic pain and movement disorders. These non‑opioid therapies allow us to provide interventional pain therapy to patients throughout the pain continuum.
Structural Heart Business Mission: why we exist Our business purpose is to restore health and improve quality of life through the design and provision of device and management solutions for the treatment of structural heart disease.
In Abbott’s Electrophysiology (EP) business, we’re advancing the treatment of heart disease through breakthrough medical technologies in atrial fibrillation, allowing people to restore their health and get on with their lives.
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.
We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people. Abbott Molecular is a leader in molecular diagnostics and the analysis of DNA, RNA, and proteins at the molecular level. Our Point of Care diagnostic portfolio spans key heath and therapeutic areas, including infections disease, cardiometabolic, informatics and toxicology. Our diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers. Our rapid diagnostics solutions are helping address some of the world’s greatest healthcare challenges.
Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac®, PediaSure®, Pedialyte®, Ensure®, and Glucerna® – to help them get the nutrients they need to live their healthiest lives.
The base pay for this position is $43,900.00 – $109,200.00
JOB FAMILY: Sales Force DIVISION: HF Heart Failure LOCATION: United States > California : Remote ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Yes, 25 % of the Time MEDICAL SURVEILLANCE: No SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment, Keyboard use (greater or equal to 50% of the workday)
Abbott is about the power of health. For more than 135 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next‑generation diagnostics, life‑changing devices, science‑based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health. The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well‑being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges. We invite you to explore opportunities at Abbott, to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.
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