Territory Manager - Centro Sud Italia - Heart Failure

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 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