Vacancies at Fresenius Medical Care

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

go to method of application »

Territory Management

• Delivery of top line sales
• Routing as per defined routing plan
• Pre and post sales planner aligned to predefined customer journey in alignment with business strategy
• Driving Segmentation targets and frequency to sales objectives for HD, PD and Pharma
• Drive region specific Education Plan 
• KOL development
• Driving local marketing events and initiatives
• Proactive Tender maximisation and documentation
• Create value through providing a single point of contact for Fresenius for all customers

Product/service demos and information

• Demonstrates the most valuable features/attributes of the product/service and link them to the customer's key challenges
• Provide advanced product/service information and respond to complex customer questions about the product/service
• Supports the implementation of sales tactics and strategies by providing technical expertise and supporting with product knowledge

Customer onboarding

• Walk customers through the advanced/custom features of the product/service, connecting those features directly with customer pain points

Resolving customer issues

• Respond to more advanced issue escalations promptly and appropriately; provide managerial approvals as required

Periodic health checks

• Maintain and lead periodic check-ins with key customers to ensure they're receiving the most value from the product/service; note the most commonly raised questions/issues during check-ins

Renewals

• Drive and secure customer renewals through exceptional service interactions, ensuring the customer is consistently gaining value from the product/service
• Contribute to identify and communicate commercial opportunities with a special focus on portfolio improvements

Service-related upselling and cross-selling

• Actively look for ways in which additional products/services can grow the value of the customer's account within the organization

Customer relationship management/account management

• Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns in close exchange with Account Mangers. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response
• Own the contact and foster their relationship with selected non-prioritized accounts, performing as account manager and discharging them from certain workload
• Support Account Managers on their account visits with expert insights / training / showing new services and products

Internal client relationship management

• Build effective working relationships within the internal client organization and contribute to the management of the partnering relationship, delivering high-quality professional services within established routines or as part of an agreed project

Sell customer propositions

• Identify the products or services that best meet the customer's stated needs, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale

Quality, Legal & Compliance

• Follow and comply with all relevant FME policies, guidelines, manuals and SOPs in the version as amended from time to time (“FME Policies”)  
• Keep yourself updated about the current version of the FME Policies that are relevant for your role and integrate corporate values in daily business 

Required training and education:

• Academic degree or equivalent diploma in relevant subject matter 

Required professional experience (in years):

• Minimum 5 years experience in Medical Industry in application support, technical operations and/or sales