Website Fresenius Medical Care
Connect your passion to the future of renal care. Fresenius Medical Care North America (FMCNA) is proud that our unwavering commitment to our patients has made us the global leader in dialysis healthcare. Our caring professionals touch the lives of over 160,000 patients and their families, combinin… read moreg innovative care with profound personal connections. We're the largest provider of renal care products and services in the nation, including state-of-the-art dialysis machines, dialyzers and pharmaceuticals. We're also home to the country's largest renal specialty laboratories. Every day, our professionals collaborate, challenge one another and ultimately make groundbreaking discoveries that change patients' lives for the better. FMCNA's dialysis care services include hemodialysis, home dialysis and transplant support services, and in-center services to provide our patients with unsurpassed personalized care. The FMCNA team comprises over 60,000 dedicated employees in North America, all of whom are focused on a singular goal: delivering the highest-quality care to help patients with renal disease live the most fulfilling, rewarding lives possible. Join us and we'll connect you to a career and a community that reward you in every way. Waltham, MA
Main tasks:
Tasks performed regularly which form the essential characteristics of the position.
Local Management and Steering
Prepare, monitor and manage the annual regional Sales budget and performance
Provide the commercial lead with the necessary information and data for the development of the overall cluster strategy
Propose the Commercial Leader with long-term sales strategies for the respective region, transferred into tactical plans, the annual business plan and budget
Operations:
Get market insights and provide Head of Sales Regional Hub SSA with market / competitor data, prices, trends in order to determine market demand and market potential as well as competitors’ market shares
Sell and promote products
Further develop the product range as well as market entry into new fields of therapy for the respective countries in close collaboration with Head of Sales.
Define actions for the respective region (strategy into operations)
Conduct feasibility studies regarding investments which are necessary to develop the market
Process tenders in close collaboration with Head of Sales and Sales Contract Analyst/Commercial Excellence.
Prepare contracts in close collaboration with Legal.
Partner with Supply Chain to execute S&OP processes, manage stock levels, and avoid stock-outs or overstocking in the region
Negotiate prices with targeted segment aligned to strategic initiatives.
Systematically gather, analyze, and translate market intelligence (including competitor activity, customer behavior, pricing trends, regulatory shifts) into actionable business insights
Develop and maintain a structured market insight reporting cadence (monthly/quarterly), ensuring relevant data is shared across commercial, supply chain, and marketing functions
Guide direct reports in market sensing and data capture, ensuring team-generated insights are incorporated into strategic planning
Present regional insights and progress updates in standardized reporting formats to Head of Sales and broader leadership forums
Respond to HQ queries (database, market info, lists, Market and Competitor Survey) in alignment with Head of Sales
Facilitate audit requirements
Key Account Management and mentorship – Ensure quality service and profitable business growth by managing a portfolio of complex customer relationships and/or a small team of account managers.
Relationship Management
Maintain existing customer contacts and create new contacts
Maintain contacts and negotiations with, end-users, KOLs, Nephologist consultants , institutions and key accounts
Steer and guide new customers
Engage actively in local healthcare communities and networks
Keep up a strong customer orientation
Collaborate closely with internal and external Clinical Trainers and Training Leads to ensure regional training needs are aligned with commercial strategy and customer expectations
Contribute to the design and execution of internal and external training programs, including sales team upskilling, therapy adoption enablement, and partner education
Structure joint planning cycles to integrate training interventions into sales execution plans, product launches, and tender deployments
Colaborate with the Tech Ops team to drive best in class service and repairs to our customers
Leadership ·
Defines targets for direct reports and follows up on achievement
Set the overall direction for regional activities considering the corporate strategy and the big picture of internal and external aspects in coordination with the Head of Sales.
Support team selection and set-up according required expertise, in close cooperation with the related line managers
Ensure a highly motivated team and a professional, customer oriented and solution focused way of working within the team
Drives people development by identifying and coaching talents and ensuring a transparent and participative communication
Identifies and drives changes in a future-oriented, solution-oriented and proactive manner.
Performance Management
Manage and report on the performance of the function / business area; set appropriate performance objectives for direct reports and hold them accountable for achieving these
Take appropriate corrective action where necessary to ensure the achievement of annual business objectives
Management & Steering ·
Is responsible for the operational results of business in area of responsibility.
Drives and monitors business results and initiates corrective actions.
Ensures the proper implementation of all relevant corporate strategies, policies and standards
Ensures compliance with all relevant regulations.
Commercial & Finance
Participates in the development and preparation of short-term and long-range business plans and budgets based upon broad organization goals and objectives. Recommends their adoption and implementation in region of responsibility
Participates in the preparation of forecast reports on sales and marketing strategies and plan, organize and implement the strategies to achieve sales targets and company’s profitablility
Directs internal operations to achieve budgeted results and other financial criteria
Manage work processes, schedules and plans to ensure service delivery in accordance with the company commitments and client (patient, doctor, funder) requirements and contracts
Appraises and evaluates the results of overall operations regularly and systematically, and reports these results to the Commercial Lead and GM
Lead/collaborate with commercial excellence to maintain monthly and quarterly sales forecasting processes aligned with financial targets.
Collaborate with Supply Chain to ensure sales commitments are aligned with product availability and logistics timelines
Human Resources
Implement HR strategies and initiatives aligned with the overall business strategy
Foster employee relations by addressing demands, grievances or any other employment issues including conflict management to ensure a healthy work environment
Managing the recruitment and selection process in conjunction with HR
Conduct orientation, train and coach the sales team in execution of daily tasks and to maximize productivity
Nurture a positive working environment
Drives a high-performance culture by managing and overseeing performance standards of team.
Strong support for the compliance standards
Ethical leadership style through integrity and exemplary behavior
Observance and implementation of corporate values in daily business
Secondary tasks:
Top line revenue for Care Enablement
Profit as per budget
Reduce DSO and bad debt
Customer Retention
KOL management: customers and competitors
Align region segmentation with staff routine: Gold customers and Silver customers
Contract management
Tender management
People management and development
Ability to work in a matrix
Legal compliance and regulatory
Research on latest renal articles – keep updated with latest news
Stakeholder management
Required training and education:
Business studies (at a university or university of applied sciences, Bachelor or Master) specialising in Business, Marketing and/or relevant qualification.
Required professional experience (in years):
At least 6 years professional experience in a comparable field of responsibility oriented to sales and people.
Experience in project management and/or project leadership
Profession experience in the field of medical technology would be an advantage
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Apply via company website ( https://fmcna.com ) or