1. Summary of PositionThe 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 Responsibilities1. Commercial Performance & Account ManagementDeliver territory sales targets, including revenue growth, procedural volume, and program expansionDevelop and execute territory and account plans focused on LVAD program growthBuild strong relationships with cardiac surgeons, HF cardiologists, VAD coordinators, and hospital leadershipLead contract negotiations, capital discussions, and long-term partnership agreementsDrive utilization within existing implanting centers and expand share of therapyMaintain accurate forecasting, case planning, and pipeline managementRepresenting the company at clinical meetings, congresses, and scientific discussions2. Program Development & Patient AccessSupport the development and expansion of LVAD programs in existing and new centersPartner with clinical teams to optimize patient identification, selection criteria, and treatment pathwaysAnalyze 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 models3. Market Development & Strategic GrowthIdentify and develop new implanting centers and strategic growth opportunitiesAnalyze regional patient flows, referral patterns,



and advanced HF treatment gapsDevelop and execute territory strategies to increase LVAD adoptionMonitor competitive technologies, alternative therapies, and treatment trendsPosition the company as a leader in advanced heart failure and surgical innovation4. Clinical & Therapy EnablementProvide deep clinical and technical expertise in LVAD therapySupport surgical procedures, case planning, and perioperative coordinationDeliver training and education to surgical teams, ICU staff, and coordinatorsSupport onboarding of new centers and ensure high-quality program implementationProvide ongoing troubleshooting and advanced clinical support5. Cross-functional Collaboration & Operational ExecutionCollaborate with internal teams (Clinical Specialists, Marketing, Medical Affairs)Support clinical studies, registries, and data collection initiatives where applicableEnsure compliance with regulatory, quality, and operational standardsMaintain accurate documentation and reporting of clinical and commercial activity6. Distributor Management (where applicable)Develop and manage distributor partnerships in aligned marketsEnsure distributors are fully trained in LVAD clinical, technical, and commercial aspectsDrive joint planning, case support coordination, and performance managementEnsure adherence to clinical standards and compliance requirementsResponsibilities 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 statementWhen 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 & ExperienceBachelor’s degree in Life Sciences, Engineering, or related fieldStrong experience in cardiovascular medical devices or surgical therapiesExperience in LVAD, cardiac surgery, or advanced heart failure preferredProven success in managing complex, high-value accounts and programsExperience working with multidisciplinary hospital teams and decision-makers4. Core CompetenciesCommercial & Strategic CapabilitiesStrong ability to manage complex sales cycles and long-term program developmentExperience in capital sales, contract negotiations, and strategic account planningAbility to drive sustainable growth in specialized therapy areasCustomer & Stakeholder EngagementAbility to engage surgeons, cardiologists, and executive hospital stakeholdersStrong influencing skills across clinical and administrative audiencesHigh credibility in clinical and scientific discussionsMarket & Network DevelopmentStrong understanding of advanced HF pathways and referral ecosystemsAbility to build and optimize center-of-excellence models and referral networksClinical & Technical UnderstandingDeep understanding of LVAD therapy, surgical workflows, and patient managementAbility to support complex procedures and clinical decision-makingOperational ExcellenceStrong planning, organization, and case coordination skillsAbility to operate in a highly complex, field-based environment5. Additional RequirementsHigh level of travel flexibility, including case support and on-call activitiesAbility to work in operating room environments and critical care settingsStrong commitment to patient safety, quality, and compliance

📌 Technical Account Manager, Es - Emea - South (Bresso)
🏢 Abbott
📍 Bresso