Main tasks:<\/p>\n
\tTasks performed regularly which form the essential characteristics of the position.
\n\tLocal Management and Steering
\n\tPrepare, monitor and manage the annual regional Sales budget and performance
\n\tProvide the commercial lead with the necessary information and data for the development of the overall cluster strategy
\n\tPropose the Commercial Leader with long-term sales strategies for the respective region, transferred into tactical plans, the annual business plan and budget<\/p>\n
Operations:<\/p>\n
\tGet 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\u2019 market shares
\n\tSell and promote products
\n\tFurther 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.
\n\tDefine actions for the respective region (strategy into operations)
\n\tConduct feasibility studies regarding investments which are necessary to develop the market
\n\tProcess tenders in close collaboration with Head of Sales and Sales Contract Analyst\/Commercial Excellence.
\n\tPrepare contracts in close collaboration with Legal.
\n\tPartner with Supply Chain to execute S&OP processes, manage stock levels, and avoid stock-outs or overstocking in the region
\n\tNegotiate prices with targeted segment aligned to strategic initiatives.
\n\tSystematically gather, analyze, and translate market intelligence (including competitor activity, customer behavior, pricing trends, regulatory shifts) into actionable business insights
\n\tDevelop and maintain a structured market insight reporting cadence (monthly\/quarterly), ensuring relevant data is shared across commercial, supply chain, and marketing functions
\n\tGuide direct reports in market sensing and data capture, ensuring team-generated insights are incorporated into strategic planning
\n\tPresent regional insights and progress updates in standardized reporting formats to Head of Sales and broader leadership forums
\n\tRespond to HQ queries (database, market info, lists, Market and Competitor Survey) in alignment with Head of Sales
\n\tFacilitate audit requirements
\n\tKey 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.<\/p>\n
Relationship Management<\/p>\n
\tMaintain existing customer contacts and create new contacts
\n\tMaintain contacts and negotiations with, end-users, KOLs, Nephologist consultants , institutions and key accounts
\n\tSteer and guide new customers
\n\tEngage actively in local healthcare communities and networks
\n\tKeep up a strong customer orientation \u00a0
\n\tCollaborate closely with internal and external Clinical Trainers and Training Leads to ensure regional training needs are aligned with commercial strategy and customer expectations
\n\tContribute to the design and execution of internal and external training programs, including sales team upskilling, therapy adoption enablement, and partner education
\n\tStructure joint planning cycles to integrate training interventions into sales execution plans, product launches, and tender deployments
\n\tColaborate with the Tech Ops team to drive best in class service and repairs to our customers<\/p>\n
Leadership \u00b7<\/p>\n
\tDefines targets for direct reports and follows up on achievement
\n\tSet 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.
\n\tSupport team selection and set-up according required expertise, in close cooperation with the related line managers
\n\tEnsure a highly motivated team and a professional, customer oriented and solution focused way of working within the team
\n\tDrives people development by identifying and coaching talents and ensuring a transparent and participative communication
\n\tIdentifies and drives changes in a future-oriented, solution-oriented and proactive manner.<\/p>\n
Performance Management<\/p>\n
\tManage and report on the performance of the function \/ business area; set appropriate performance objectives for direct reports and hold them accountable for achieving these
\n\tTake appropriate corrective action where necessary to ensure the achievement of annual business objectives<\/p>\n
Management & Steering \u00b7<\/p>\n
\tIs responsible for the operational results of business in area of responsibility.
\n\tDrives and monitors business results and initiates corrective actions.
\n\tEnsures the proper implementation of all relevant corporate strategies, policies and standards
\n\tEnsures compliance with all relevant regulations.<\/p>\n
Commercial & Finance<\/p>\n
\tParticipates in the development and preparation of short-term and long-range business plans\u00a0and budgets based upon broad organization goals and objectives. Recommends their adoption and implementation in region of responsibility
\n\tParticipates in the preparation of forecast reports on sales and marketing strategies and plan, organize and implement the strategies to achieve sales targets and company\u2019s profitablility
\n\tDirects internal operations to achieve budgeted results and other financial criteria
\n\tManage work processes, schedules and plans to ensure service delivery in accordance with the company commitments and client (patient, doctor, funder) requirements and contracts
\n\tAppraises and evaluates the results of overall operations regularly and systematically, and reports these results to the Commercial Lead and GM
\n\tLead\/collaborate with commercial excellence to maintain monthly and quarterly sales forecasting processes aligned with financial targets.
\n\tCollaborate with Supply Chain to ensure sales commitments are aligned with product availability and logistics timelines<\/p>\n
Human Resources<\/p>\n
\tImplement HR strategies and initiatives aligned with the overall business strategy
\n\tFoster employee relations by addressing demands, grievances or any other employment issues including conflict management to ensure a healthy work environment
\n\tManaging the recruitment and selection process in conjunction with HR
\n\tConduct orientation, train and coach the sales team in execution of daily tasks and to maximize productivity
\n\tNurture a positive working environment
\n\tDrives a high-performance culture by managing and overseeing performance standards of team.
\n\tStrong support for the compliance standards
\n\tEthical leadership style through integrity and exemplary behavior
\n\tObservance and implementation of corporate values in daily business<\/p>\n
Secondary tasks:<\/p>\n
\tTop line revenue for Care Enablement
\n\tProfit as per budget
\n\tReduce DSO and bad debt
\n\tCustomer Retention
\n\tKOL management:\u00a0 customers and competitors
\n\tAlign region segmentation with staff routine:\u00a0 Gold customers and Silver customers
\n\tContract management
\n\tTender management
\n\tPeople management and development
\n\tAbility to work in a matrix
\n\tLegal compliance and regulatory
\n\tResearch on latest renal articles \u2013 keep updated with latest news
\n\tStakeholder management<\/p>\n
Required training and education:<\/p>\n
\tBusiness studies (at a university or university of applied sciences, Bachelor or Master) specialising in Business, Marketing and\/or relevant qualification.<\/p>\n
Required professional experience (in years):<\/p>\n
\tAt least 6 years professional experience in a comparable field of responsibility oriented to sales and people.
\n\tExperience in project management and\/or project leadership
\n\tProfession experience in the field of medical technology would be an advantage<\/p>\n
go to method of application \u00bb<\/p>\n
Apply via company website ( https:\/\/fmcna.com ) or<\/p>\n
<\/p>\n","protected":false},"author":2,"featured_media":0,"template":"","meta":{"_promoted":"","_job_location":"","_application":"","_company_name":"Fresenius Medical Care","_company_website":"https:\/\/fmcna.com","_company_tagline":"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","_company_twitter":"","_company_video":"","_filled":0,"_featured":0,"_remote_position":0,"_job_salary":"","_job_salary_currency":"","_job_salary_unit":""},"job_listing_region":[11],"job-types":[12],"class_list":{"0":"post-12839","1":"job_listing","2":"type-job_listing","3":"status-expired","4":"hentry","5":"job_listing_region-gauteng","7":"job-type-full-time"},"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings\/12839","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings"}],"about":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/types\/job_listing"}],"author":[{"embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/users\/2"}],"wp:attachment":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/media?parent=12839"}],"wp:term":[{"taxonomy":"job_listing_region","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job_listing_region?post=12839"},{"taxonomy":"job_listing_type","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-types?post=12839"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}