Territory Manager - Structural Heart, Structural Interventions (Michigan)

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 115,000 colleagues serve people in more than 160 countries.

About the role

The Territory Manager, Structural Interventions is a field-based position, responsible for ensuring that the assigned territory meets or exceeds sales objectives. This role works with their Regional Director to identify and evaluate market opportunities and sales potential, establish and achieve annual sales objectives, coordinate activities with clinical consultants, and negotiate contracts with external customers. The role keeps the company informed of market dynamics and competitive activity, focusing on Abbott’s Congenital offering, which encompasses atrial septal defects (ASD), patent ductus arteriosus (PDA), ventricular septal defects (VSD), and patent foramen ovale (PFO).

Responsibilities

• Sells 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, and annual basis.
• Develops and implements sales strategies by determining 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.
• Develops action plans (i.e., weekly, quarterly, monthly) by analyzing sales figures and reports, identifying account needs, and discussing issues with the regional manager to help achieve sales goals.
• Identifies key accounts, healthcare professionals, and business issues that have the greatest effect on the use of company products by meeting with customers to identify their clinical needs, goals, and constraints related to patient care.
• Observes actual procedures in labs and operating rooms of hospital accounts to gain insight into the characteristics and specific needs of each physician and lab staff member.
• Establishes pricing packages by working with Abbott Vascular personnel to set price points that address customer needs while satisfying company guidelines.
• Develops relationships with hospital personnel to make new contacts and identify key purchasing decision-makers to facilitate future sales.
• Strengthens customer relationships by performing sales support activities (e.g., internal and external customer training, VIP trips, orientations, launches, and updates).
• Builds networks of contacts by attending and participating in trade shows, educational conferences, and seminars to stimulate interest in company products.
• Educates external customers on the merits and proper clinical usage of company products through presentations and demonstrations to secure purchasing commitments.
• Maintains clinical and technical expertise by attending company product training sessions.
• Assesses trends in managed care, competitors' strategies, and new product development by monitoring internal and external indicators (e.g., competitors’ activities, technologies, websites, journals, and newsletters).
• Prepares and submits reports to sales management by analyzing and compiling data, projections, and other relevant information.

Requirements

• BS/BA or equivalent experience.
• 3-5+ years of related work experience.
• Verification that you will satisfy all vendor credentialing requirements, which may include vaccination for COVID-19. Medical or religious accommodations can be requested.

Preferred Qualifications

• Degree in Life Sciences or Marketing.
• Medical industry sales experience.
• Strong sales and clinical orientation, experience with products for use in interventional cardiology, cardiac surgery, and electrophysiology (EP), familiarity with echocardiography and other indirect imaging.
• Electrophysiology and/or Structural Heart sales experience is strongly preferred.

Benefits

• Career development with an international company.
• Free medical coverage in the Health Investment Plan (HIP) PPO medical plan (employees may qualify in the next calendar year).
• Excellent retirement savings plan with a high employer contribution.
• Tuition reimbursement, Freedom 2 Save student debt program, and FreeU education benefit for affordable bachelor’s degree paths.
• Recognition as a great place to work in dozens of countries, including being named one of the most admired companies by Fortune.
• Recognition 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.

Pay

The base pay for this position is $86,700.00 – $173,300.00. In specific locations, the pay range may vary from the range posted.