Territory Manager, CMEMS - Detroit, MI

Abbott; Oregon; Hybrid; USD 44,000 - 109,000; Full time

Benefits offered by this job

Career development

Health plan

Retirement plan with employer contrib.

Tuition reimbursement

FreeU education benefit

Recognized as great place to work

Job summary

Abbott is seeking a Territory Manager for Heart Failure to drive CardioMEMS therapy adoption, open new accounts, and grow revenue across implanting centers and community hospitals. You will lead clinical presentations, pricing discussions, and program development while maintaining strong physician and administrator relationships.

The role requires 3-5 years in healthcare sales, a proven quota track record, and 60-70% travel within the territory.

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.
• Proven ability to open 3-5+ net-new accounts per year or expand underdeveloped accounts.
• Strong understanding of payor and insurance reimbursement landscape.
• Recent launch experience leading 2-3 program or therapy launches per year with sustainability.
• Willingness to travel 60-70% within territory.

Responsibilities

• Sales & Customer Engagement: Build and maintain relationships with physicians, HF clinics, administrators, and key stakeholders; deliver presentations; lead pricing discussions and contract negotiations; plan educational events; provide support; meet sales targets; collaborate with Marketing and Commercial Excellence; track performance.

Skills

Healthcare sales

Account development

Executive presentations

CRM (Salesforce)

Market insights

Quota attainment

Travel readiness

Education

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

Tools

Salesforce

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:

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 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.

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.

Divisional Information

Medical Devices

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.

CRM

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.

Diabetes

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.

Vascular

Abbott Vascular provides innovative, minimally invasive, and cost‑effective products for treatment of vascular disease.

Neuromodulation

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

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.

EP

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.

HF

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.

Diagnostics

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

Abbott Molecular is a leader in molecular diagnostics and the analysis of DNA, RNA, and proteins at the molecular level.

Point of Care

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.

Nutrition

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 - $109,200.00In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Force

DIVISION:

HF Heart Failure

LOCATION:

United States of America : Remote

WORK SHIFT:

Standard

TRAVEL:

Yes, 50 % of the Time

MEDICAL SURVEILLANCE:

No

SIGNIFICANT WORK ACTIVITIES:

Continuous standing 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 an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.EEO is the Law link - English: is the Law link - Espanol: