JOB DESCRIPTION:
1. Summary of Position
The Territory Manager is responsible for driving sustainable growth in the advanced heart failure business by developing LVAD programs, expanding implanting centers, and optimizing patient identification and referral pathways across the territory.
This role requires deep clinical engagement, program development, and strategic account leadership, working closely with multidisciplinary teams to position the company as a long-term partner in advanced heart failure therapy.
2. Key Responsibilities
1. Commercial Performance & Account Management
- Deliver territory sales targets, including revenue growth, procedural volume, and program expansion
- Develop and execute territory and account plans focused on LVAD program growth
- Build strong relationships with cardiac surgeons, HF cardiologists, VAD coordinators, and hospital leadership
- Lead contract negotiations, capital discussions, and long-term partnership agreements
- Drive utilization within existing implanting centers and expand share of therapy
- Maintain accurate forecasting, case planning, and pipeline management
- Representing the company at clinical meetings, congresses, and scientific discussions
2. Program Development & Patient Access
- Support the development and expansion of LVAD programs in existing and new centers
- Partner with clinical teams to optimize patient identification, selection criteria, and treatment pathways
- Analyze and address barriers to patient access (referral delays, pathway inefficiencies, resource constraints)
- Collaborate with stakeholders to improve multidisciplinary coordination (surgery, cardiology, ICU, outpatient care)
- Support establishment and evolution of center-of-excellence models
3. Market Development & Strategic Growth
- Identify and develop new implanting centers and strategic growth opportunities
- Analyze regional patient flows, referral patterns, and advanced HF treatment gaps
- Develop and execute territory strategies to increase LVAD adoption
- Monitor competitive technologies, alternative therapies, and treatment trends
- Position the company as a leader in advanced heart failure and surgical innovation
4. Clinical & Therapy Enablement
- Provide deep clinical and technical expertise in LVAD therapy
- Support surgical procedures, case planning, and perioperative coordination
- Deliver training and education to surgical teams, ICU staff, and coordinators
- Support onboarding of new centers and ensure high-quality program implementation
- Provide ongoing troubleshooting and advanced clinical support
5. Cross-functional Collaboration & Operational Execution
- Collaborate with internal teams (Clinical Specialists, Marketing, Medical Affairs)
- Support clinical studies, registries, and data collection initiatives where applicable
- Ensure compliance with regulatory, quality, and operational standards
- Maintain accurate documentation and reporting of clinical and commercial activity
6. Distributor Management (where applicable)
- Develop and manage distributor partnerships in aligned markets
- Ensure distributors are fully trained in LVAD clinical, technical, and commercial aspects
- Drive joint planning, case support coordination, and performance management
- Ensure adherence to clinical standards and compliance requirements
Responsibilities for all functions:
- In case the employee is being made aware of an event or complaint in relation to a product distributed by Abbott Medical, he/she shall report this in compliance with the ID SOP 10007 on Product Event Reporting. All activities related to PMS is covered in this statement
- When tasks and responsibilities are assigned outside the scope of normal duties, the employee must understand the level of decision making for which he/she is responsible and if in doubt clarify this with his/her supervisor.
3. Education & Experience
- Bachelor’s degree in Life Sciences, Engineering, or related field
- Strong experience in cardiovascular medical devices or surgical therapies
- Experience in LVAD, cardiac surgery, or advanced heart failure preferred
- Proven success in managing complex, high-value accounts and programs
- Experience working with multidisciplinary hospital teams and decision-makers
4. Core Competencies
Commercial & Strategic Capabilities
- Strong ability to manage complex sales cycles and long-term program development
- Experience in capital sales, contract negotiations, and strategic account planning
- Ability to drive sustainable growth in specialized therapy areas
Customer & Stakeholder Engagement
- Ability to engage surgeons, cardiologists, and executive hospital stakeholders
- Strong influencing skills across clinical and administrative audiences
- High credibility in clinical and scientific discussions
Market & Network Development
- Strong understanding of advanced HF pathways and referral ecosystems
- Ability to build and optimize center-of-excellence models and referral networks
Clinical & Technical Understanding
- Deep understanding of LVAD therapy, surgical workflows, and patient management
- Ability to support complex procedures and clinical decision-making
Operational Excellence
- Strong planning, organization, and case coordination skills
- Ability to operate in a highly complex, field-based environment
5. Additional Requirements
- High level of travel flexibility, including case support and on-call activities
- Ability to work in operating room environments and critical care settings
- Strong commitment to patient safety, quality, and compliance
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
HF Heart Failure
LOCATION:
Italy > Milan : Viale Edison 110, Edison Park Centre
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 75 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Not Applicable
