Critical Care Specialist - Care Enablement at Fresenius Medical Care

1) Main tasks:

• Responsible for delivering sales targets of FMC Acute Products throughout a defined geography.
• Responsibility for implementation of the sales strategy and development of key account plans.
• Responsible for delivering the regional sales target and accurate sales forecasting.
• To create new business/tender opportunities for product development, including retention and development of existing contracts.
• To meet key Performance Indicators (KPI’s), quantitative and qualitative specific to the role
• To provide reports on business activities and other reports as required to the line manager.
• To contribute to all relevant tenders and quotes, in collaboration with internal team, and ensure they are submitted to the appropriate standard within timescales set.
• To create and implement the sales plan for total territory and each individual key customer/site.
• To create and develop new business opportunities within the defined region for existing and new products and services.
• To manage daily activities to optimise territory coverage in a cost effective way.

2) Secondary tasks:

• To attend company meetings as required.
• To participate in personal development training programmes as required.
• To ensure all company owned equipment is provided for self and business team and maintained in good order.
• To safeguard the company’s interests, product and equipment at all times.
• To represent the company in a positive and professional manner at all times.
• To ensure effective communication channels are operative throughout the company with all internal and external personnel.
• To comply with all Health & Safety requirements of the job and to consider the Health & Safety of others while carrying out their job.
• To comply with the requirements of the Company Integrated Management System Procedures and Instructions as it affects/influences their work.
• To comply with the Company Environmental requirements and to dispose of waste according to Company Environmental Policies.
• To comply with company rules and Policies in relation to Data Protection and Confidentiality as it applies to their job.

3) Miscellaneous tasks:

• To keep up-to-date with the latest developments in the renal field.
• To attend relevant clinical symposia and exhibitions.
• To attain a high level of knowledge on products, both FMC and competitors, and utilise this knowledge to gain the confidence of customers and colleagues and support achievement of business objectives.
• To identify units who will readily work with marketing and headquarters on clinical trials and market studies.
• To attain and maintain the level of competence as defined for the role of business manager-Renal
• To undertake such duties as the Company may direct.

Key Performance Indicators

• Achieve regional sales, and product market share targets on a quarterly, and half yearly and yearly basis for the FMC business.
• To define and implement the regional business strategy to achieve objectives as determined by the sales and marketing strategy and business plan.
• To forecast and agree the regional sales budget on an annual basis and thereafter forecast on an ongoing basis, implementing new strategies as necessary to meet agreed budget.
• To monitor and measure business performance on an ongoing basis and manage the regional team to achieve maximum sales and profit in line with business plan.
• To submit monthly expenses in an accurate and timely manner, within 5 working days of the beginning of the month
• To maintain accurate and up to date customer records, for self, and within the business team utilising the  CRM system
• Submit up to date market data, providing market feedback on a regular basis utilising the appropriate company system.

1) Required training and education:

• Desirable – Relevant degree or qualification in a profession allied to medicine or business qualification.
• Desirable – Sales experience +3 years

2) Required professional experience (in years):

• Experienced sales professional
• Healthcare background essential with extensive knowledge of the appropriate healthcare settings. Experience of working within consumable sales an dealing with capital equipment.
• Proven sales success in business development and strong customer relations.

3) Important personal qualities:

• Analytical.
• Leadership/influencing skills
• Territory/business planning ability
• Team builder and able to work under own initiative
• Creative.
• Motivator.
• Adaptable/flexible.
• Assertive.
• Tenacity/resilience in a challenging sales environment.
• Confident and good negotiator.
• Computer literate

4) Other specialized knowledge:

 Technical knowledge

• Be able to demonstrate knowledge of Tender legislation
• Be able to demonstrate Knowledge of public and private sector purchasing routes