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Abbott

Makes heart devices, glucose sensors and lab tests

Territory Manager

Field SalesConfirmed live in the last 24 hours
Full-timeRemote in USA$43.9k - $109.2k

About the Job

Requirements

  • A bachelor's degree in business, marketing, life sciences, engineering, or a related field is required.
  • Three to five years of direct healthcare sales experience is required.
  • A track record of achieving at least 100% of quota for two consecutive years is required.
  • Demonstrated success opening three to five or more net-new accounts per year or expanding underdeveloped accounts to sustained utilization is required.
  • A strong understanding of the payor and insurance reimbursement landscape is required.
  • Experience driving program implementation and ongoing program maturity, such as heart failure clinic onboarding, remote monitoring workflow development, and utilization ramp and adoption metrics, is required.
  • Strong executive presence and the ability to deliver clinical and technical presentations to audiences of 1–50 stakeholders are required.
  • Proven ability to influence cross-functional buying groups, including value analysis committees, supply chain, and service line leadership, is required.
  • A strong understanding of market dynamics is required.
  • Strong commercial acumen and the ability to produce data-driven territory strategies, forecasting models, and quarterly business reviews using customer relationship management platforms, analytics, and Excel are required.
  • Willingness to travel 60–70% within the territory, including some overnight travel and early or late case support, is required.

Responsibilities

  • Build and maintain relationships with physicians, heart failure 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, guideline-directed medical therapy, published data, biomarkers, patient selection, and local case studies.
  • Provide day-of-procedure support and postoperative 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 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 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, when necessary, in a professional and compliant manner.

Desired Qualifications

  • Two or more years of experience in cardiology structural heart or heart failure is preferred.
  • Recent launch experience within the last three to five years leading two to three program or therapy launches per year with proof of sustainability, such as active clinic users, adherence to workflows, and utilization trends, is preferred. This includes pre-launch planning, stakeholder alignment and executive sponsorship, training, education and clinical workflow integration, post-launch support, and long-term sustainability plans.
  • Salesforce experience is preferred.
  • Cath Lab experience is preferred.
  • Experience at top medical technology organizations is preferred.
  • Experience operating in a competitive market with multiple industry players is preferred.
  • Familiarity with Cath Lab or operating room workflows is preferred.

About the Company

Abbott

Makes heart devices, glucose sensors and lab tests

Abbott makes medical devices, diagnostic tests, nutrition products and branded generic drugs for hospitals, laboratories, pharmacies and patients. Its best-known product is the FreeStyle Libre, a coin-sized sensor worn on the upper arm that tracks blood sugar around the clock without routine finger pricks. Its other lines run from heart valves, pacemakers and brain stimulators to lab analyzers, rapid tests and mail-in colon cancer screening kits, and Abbott earns money by selling these products to health systems, labs, retailers and consumers. The company was founded in 1888 by Chicago physician Wallace Abbott and is based in Abbott Park, Illinois.

Company size
10,001+
Company stage
IPO
Headquarters
Abbott Park, IL
Founded
1888

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