Territory Manager, Structural Heart, Abbott Laboratories

Abbott Laboratories is seeking a highly skilled Territory Manager to join our Structural Heart team. As a key member of our sales team, you will be responsible for driving sales growth and expanding our presence in the market.

• Sell products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by the company on a monthly/quarterly/annual basis.
• Develop and implement sales strategies by determining the relevant factors (e.g., product, competition, and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians.
• Develop action plans (i.e., weekly, quarterly, monthly) by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with regional manager to help the organization achieve its sales goals.
• Identify key accounts, healthcare professionals, and business issues that have the greatest effect on the use of company products by meeting with existing and potential customers to identify their clinical needs, goals, and constraints related to patient care.
• Observe actual procedures in the labs and operating rooms of hospital accounts to gain insight into the characteristics and specific needs of each physician and each member of the lab staff.
• Establish pricing packages by working with relevant Abbott Vascular personnel to establish price points that address specific customers' needs while satisfying company guidelines and policies.
• Develop relationships with hospital personnel (e.g., through casual conversation, meetings, participation in conferences) to make new contacts in other departments within the hospital and to identify key purchasing decision makers in order to facilitate future sales.
• Strengthen customer relationships by performing sales support activities (e.g., internal and external customer training, VIP trips, orientations, launches, and updates).
• Build networks of contacts on behalf of the company to stimulate interest in the company's products by attending and participating in trade shows, educational conferences, and seminars.
• Educate external customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments.
• Maintain clinical and technical expertise by attending company product training sessions.
• Assess trends in managed care, competitors' strategies, and new product development by monitoring internal (e.g., sales growth, product mix, and pricing trends) and external indicators (e.g., competitors' activities, technologies, websites, journals, and newsletters).
• Prepare and submit reports to sales management by analyzing and compiling data, projections, and other relevant information.

• BS/BA or equivalent experience.
• 5+ years of related cardiovascular work experience; 3+ years' of which include Structural Heart or Heart Failure implantable device sales experience.
• Verification that you will satisfy all vendor credentialing requirements, which may include vaccination for COVID-19. If you require a medical or religious accommodation from these requirements or if you would like to understand more about these requirements, please advise HR so that we can provide additional information and if needed, we can explore any needed accommodation(s).

• Degree in Life Sciences or Marketing preferred.
• Strong sales and clinical orientation, experience with products for use in interventional cardiology and cardiac surgery, familiarity with echo cardiology and other indirect imaging, also strongly preferred.

Abbott Laboratories 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 114,000 colleagues serve people in more than 160 countries.

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.
• Free medical coverage for employees* via the Health Investment Plan (HIP) PPO.
• 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.

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. We aim to lead the markets we serve by requiring the solutions we offer customers provide an improved benefit/risk profile as compared to existing standards of care; a performance threshold that by definition, guides and ensures the productive output of our engineering, business development, and clinical research efforts result in outcomes that advance the standard of care.

The Territory Manager is a field-based position supporting our MitraClip division, and is responsible for ensuring that the assigned territory meets or exceeds sales objectives. The Territory Manager will work with their Regional Director to identify and evaluate market opportunities and sales potential and to establish and achieve annual sales objectives in assigned territory. They will coordinate activities with clinical consultants and negotiate contracts with external customers. This role keeps the company informed of market dynamics and competitive activity.

What You'll Work On

• Sell products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by the company on a monthly/quarterly/annual basis.
• Develop and implement sales strategies by determining the relevant factors (e.g., product, competition, and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians.
• Develop action plans (i.e., weekly, quarterly, monthly) by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with regional manager to help the organization achieve its sales goals.
• Identify key accounts, healthcare professionals, and business issues that have the greatest effect on the use of company products by meeting with existing and potential customers to identify their clinical needs, goals, and constraints related to patient care.
• Observe actual procedures in the labs and operating rooms of hospital accounts to gain insight into the characteristics and specific needs of each physician and each member of the lab staff.
• Establish pricing packages by working with relevant Abbott Vascular personnel to establish price points that address specific customers' needs while satisfying company guidelines and policies.
• Develop relationships with hospital personnel (e.g., through casual conversation, meetings, participation in conferences) to make new contacts in other departments within the hospital and to identify key purchasing decision makers in order to facilitate future sales.
• Strengthen customer relationships by performing sales support activities (e.g., internal and external customer training, VIP trips, orientations, launches, and updates).
• Build networks of contacts on behalf of the company to stimulate interest in the company's products by attending and participating in trade shows, educational conferences, and seminars.
• Educate external customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments.
• Maintain clinical and technical expertise by attending company product training sessions.
• Assess trends in managed care, competitors' strategies, and new product development by monitoring internal (e.g., sales growth, product mix, and pricing trends) and external indicators (e.g., competitors' activities, technologies, websites, journals, and newsletters).
• Prepare and submit reports to sales management by analyzing and compiling data, projections, and other relevant information.

Apply Now

Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott, and on X @AbbottNews.

The base pay for this position is $72,700.00 – $145,300.00. In specific locations, the pay range may vary from the range posted.