Territory Manager

The Opportunity

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.

What You'll Work On

• Responsible for helping lead our EP strategy within an assigned territory to accomplish planned objectives as to sales volume, market penetration, and profitability.
• As team leader, coordinates the activities of Direct Sales Representatives, Clinical Specialists, and Associates to support ablation procedures using Abbott EP products.
• Fully accountable for all performance metrics of quality, compliance, cost and delivery within the territory.
• Responsible for leading, facilitating, and directing the activities of subordinates by hosting quarterly business plan meetings and annual performance reviews for each direct report.
• Responsible for managing profitability and continuing to improve our operating expenses as a percentage of sales and increase our revenue per head.
• Territory Managers will also call on physicians, medical laboratories, hospitals and hospital management to sell a variety of Abbott USD medical devices in an assigned territory.
• Will work strategically with the Regional Sales Director to grow new business, maintain current business and assess opportunities across the territory.
• May coordinate with the Regional Sales Director to hire, promote and develop employees in the territory.
• Exercises judgment in planning and organizing work; monitors performance and reports status.
• Uses best business practices to ensure success in areas of responsibility.
• Ensures employee compliance with Abbott USD policies and practices.
• Supervises direct reports and selling activity within assigned territory.
• Coordinates ablation schedules for Direct Sales Representatives and Clinical Specialists assigned to the territory.
• Partners with hospital management, physicians and others in the assigned territory to influence decisions on purchasing of the Company's products and addresses any customer questions and concerns.
• Participates in the contracting process of company products.
• Sets a strategy to help the region hit its Capital Sales targets within the territory each year.
• Provides medical professionals with information and training on the use of Company products and with staff education, in-services and technical troubleshooting.
• Abides by all HIPPA rules in order to maintain patient privacy in all business activities.
• Responsible for the management of any trunk stock located within assigned territory.
• Partners with the Research Team to assist in the implementation of studies in the territory.
• Analyzes sales statistics, prepares business plans, and performs required administrative sales duties for the territory including submitting expense reports, creating a daily procedure schedule for the team, submitting contract requests in Salesforce, assisting with corporate meeting appointments, and making travel plans for conferences.
• May attend trade shows where new products and technologies are showcased and conferences to meet other sales representatives and clients and discuss new product developments.
• Works with the Regional Sales Director and Enterprise Accounts team as needed to achieve Region-wide and system-wide corporate goals.
• Remains current on developments in field(s) of expertise, regulatory requirements, as well as industry trends.
• Resolves and/or facilitates resolution of problems including identifying causes to prevent re-occurrence.
• Support all Company initiatives as identified by management and in support of Quality Management Systems (QMS), Environmental Health Systems (EHS), and other regulatory requirements.
• Complies with U.S. Food and Drug Administration (FDA) regulations, other regulatory requirements, Company policies, operating procedures, processes, and task assignments.
• Maintains positive and cooperative communications and collaboration with all levels of employees, customers, contractors, and vendors.
• Performs other related duties and responsibilities, on occasion, as assigned.

Required Qualifications

• A minimum of 5 years of EP or CRM sales experience required.
• A comprehensive understanding of Electrophysiology.
• Bachelor's degree in a relevant technical field or equivalent and typically four plus years of progressively more responsible sales experience, including experience with medical devices.
• Working knowledge of domestic regulations relative to the medical device industry.
• A demonstrated ability to analyze and evaluate technologically complex devices; ability to work with and direct others effectively; ability to prepare and present strong written and verbal communications; and familiarity with medical device industry policies, operations and procedures.
• Documented record of delivering sales/marketing information which adds value to management's decision-making process.
• Ability to establish and maintain good working relationships with customers, physicians, hospital administrators, government agencies, medical groups, and other sales representatives.
• Demonstrated verbal and written communication, negotiation, sales, interpersonal and presentation skills.
• Ability to work in a highly matrixed and geographically diverse business environment.
• Verification that you will satisfy all vendor credentialing requirements, which may include vaccination for COVID-19.

Preferred Qualifications

• An engineering degree is highly preferred.
• Prefer an advanced credential in a relevant discipline/concentration.
• Professional certification or designation.
• Experience working in a broader enterprise/cross division business unit model preferred.