Recent Jobs Openings at Fresenius Medical Care

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

Required personal competencies:

• Communicates effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences
• Customer focus: Builds strong customer relationships and delivers customer centric solutions
• Ensures accountability: Holds self and others accountable to meet commitments
• Instills Trust: Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, consistently adheres to organizational policies and practices, even when they are unpopular or inconvenient.
• Action oriented: Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm
• Decision quality: Makes good and timely decisions that keep the organization moving forward. Takes smart, independent action in urgent and nonroutine situations, knows when to escalate for others' involvement
• Being resilient: Rebounds from setbacks and adversity when facing difficult situations. For example, has excellent composure and professionalism, even in very difficult situations
• Manages Conflict: Handles conflict situations effectively. For example, skillfully draws upon a wide range of perspectives in order to find optimal solutions to challenging situations.

Other specialized knowledge, expertise and skills:

Functional knowledge

• Clinical and technical expertise with well-recognized reputation in the field where he is specialized in
• Excellent product knowledge (dialysis and healthcare products and services)
• Builds customer loyalty: Works at an advanced level to make every customer interaction positive by leaving the customer feeling understood, appreciated, and confident in the organization's ability
• Masters service conversations: Works at an advanced level to navigate customer conversations by leveraging the four parts of a service conversation: open, learn, reply, and close. Typically works independently and provides guidance
• Navigates customer challenges: Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works independently and provides guidance

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Local Management and Steering

• Prepare, monitor and manage the annual regional Sales budget
• Provide General Manager with the necessary information and data for the development of the overall cluster strategy
• Propose the General Manager long-term sales strategies for the respective countries, 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 General Manager.
• Define actions for the respective region/countries (strategy into operations)
• Conduct feasibility studies regarding investments which are necessary to develop the market
• Propose distribution channels and explore appropriate distributors
• Process tenders in close collaboration with General Manager.
• Prepare contracts in close collaboration with Legal
• Negotiate prices in set frame and in alignment with General Manager.
• Find out sales and price structures of distribution partners
• Respond to HQ queries (database, market info, lists, Market and Competitor Survey) in alignment with Head of Sales
• Conduct Audit Management
• Interact with the distributor daily on business operations
• Manage key accounts

Relationship Management

• Maintain existing customer contacts and create new contacts
• Maintain contacts and negotiations with distributor, end-users, KOLs, consultants, institutions and key accounts
• Steer and guide the distributor
• Engage actively in local healthcare communities and networks
• Keep up a strong customer orientation
• Plan, control and organize distribution networks in the countries
• Maintain existing customer contacts and create new contacts

Required training and education:

• Business studies (at a university or university of applied sciences, Bachelor or Master) specialising in Business, Marketing and Foreign Trade.

Required professional experience (in years):

• At least 6 years professional experience in a comparable field of responsibility oriented to international sales and/or marketing
• Experience in project management and/or project leadership
• Profession experience in the field of medical technology would be an advantage

Important personal qualities:

• Strong customer orientation and ability to represent FME towards the customers
• Confident negotiation skills and skills in approaching people
• Confident, obliging, convincing and motivating manner
• Strong professional attitude characterized by a result, quality, patient and customer oriented working style
• Strong structured approach leading to pragmatic and effective solutions
• Strong ability to set priorities and take decisions even under changing conditions
• Strong ability to work as a self-starter and self-responsible
• Strong communication skills
• High level of flexibility, openness and empathy well balanced with high resilience, persuasiveness, self-confidence and good ability to work in a structured way even under pressure

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Leadership

• Identifies and drives changes in a future-oriented, solution-oriented and proactive manner
• Ensures a strong and motivated team by driving the alignment between the team members and the targets, setting, and monitoring according to area of responsibility (global->region->cluster->local)
• Drives people development by identifying and coaching talents and ensuring a transparent and participative communication
• Demonstrate actively and pragmatically holistic leadership principles
• Uses the performance management process to support a culture of engagement and empowerment
• Creates an open-minded atmosphere to allow innovative thinking by encouraging others to express their individual point of view, listens carefully to extract business potentials
• Disciplinary responsible for assigned local staff members

Management and Steering

• Implement and run defined operational structure
• Actively engage with respective functions on the entire employee’s life cycle
• Supports current activities to emphasize and reinforce growth, development and advancement by ensuring customer-oriented, value-adding solutions  
• Monitors achievement and reports results to the Cluster Management, developing corrective actions where necessary
• Monitor & Support budget planning, ensure transparency on cost structure
• Stimulates cooperation and exchange of knowledge and experiences between all organizational units
• Ensure cover at all times in the periods of absence and allocation of responsibilities to deputies as required

Management and Steering 

• Conduct regular review onsite meetings with assigned local staff (team members) and document and implement and monitor actions arising from discussion areas
• Prioritize upcoming project and service requests and assign them within the team
• Be responsible for aspects of inventory needs based on actual service tasks and standards
• Monitor the standards of service delivered to customers in assigned area of responsibility
• Maintain the highest quality technical service to all customers in the region, ensuring that all planned and unplanned maintenance is achieved in a timely and efficient manner and documented accordingly
• Responsibility for overseeing resource time management and reviewing allocation of work (system) Technicians to meet customer Technical Service delivery requirements
• To review and implement any non-conformity and audit actions that may arise
• Engage actively with local commercial team to align business plans and contract terms – for service relevant aspects.
• Establish suitable Key Performance Indicators for own team to monitor process performance and manage value added to the business

Operations 

• Coordinate service tasks provided to customers across applicable product and service portfolio
• Self-responsible planning and organization according to supervised area
• Reports non-conformities to respective functions incl. engaging into RCA and CAPA-process as required.
• Assess intended changes on service-related contract obligations and align with TO Cluster Head
• Ensure that all SOP’s relative to the role are followed
• Evaluate staff performance – also in terms of training needs
• Optimize Boot Stock requirements on product & technician level based on defined supply chain agreements
• Organize regular technician meetings and workshops transferring up to date information and knowledge
• Support the Technical Services customer and Technician support helpline
• Coordinate and assist in the implementation of technical upgrades of equipment and modifications where necessary
• Supports creation and calculation of customer specified offer considering actual market situations based on subject matter expertise
• Interact with the relevant business teams, having a full understanding of the local, cluster, regional and global objectives

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
• Ensure compliance with all applicable local laws and regulations  

Required training and education:

• Educated to HNC level or university degree in electrical and electronic engineering or equivalent, preferably in health care facilities

Required professional experience (in years):

• Profound professional experience (> 3 years) in equivalent or similar functions ideally in a healthcare or healthcare-related business environment

Required personal competencies:

• Good leadership skills and management techniques following good leadership principles
• Innovative management and out of the box thinking to identify various ways of dealing with upcoming situations
• Passion for continuous learning, ability to solid comprehension and fast familiarization with new and complex issues incl. transfer into local activities
• Strong ability to adapt to changing environment
• Professional attitude characterized by a result, quality, patient and customer oriented working style  
• Team Player with a strong drive to create positive work environment, able to motivate and empower employees
• Strong analytical and problem-solving skills with proven ability to organize and analyse data   
• Very structured way of working with strong focus on efficient and effective processes even under pressure 
• Strong ability to set priorities and self-manage high volume workload   

go to method of application »

Local Management and Steering

• Prepare, monitor and manage the annual regional Sales budget
• Provide General Manager with the necessary information and data for the development of the overall cluster strategy
• Propose the General Manager long-term sales strategies for the respective countries, 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 General Manager.
• Define actions for the respective region/countries (strategy into operations)
• Conduct feasibility studies regarding investments which are necessary to develop the market
• Propose distribution channels and explore appropriate distributors
• Process tenders in close collaboration with General Manager.
• Prepare contracts in close collaboration with Legal
• Negotiate prices in set frame and in alignment with General Manager.
• Find out sales and price structures of distribution partners
• Respond to HQ queries (database, market info, lists, Market and Competitor Survey) in alignment with Head of Sales
• Conduct Audit Management
• Interact with the distributor daily on business operations
• Manage key accounts

Relationship Management

• Maintain existing customer contacts and create new contacts
• Maintain contacts and negotiations with distributor, end-users, KOLs, consultants, institutions and key accounts
• Steer and guide the distributor
• Engage actively in local healthcare communities and networks
• Keep up a strong customer orientation
• Plan, control and organize distribution networks in the countries
• Maintain existing customer contacts and create new contacts

Legal, Compliance & Regulatory

• To comply with all Health & Safety requirements of the job and to consider the Health & Safety of others while carrying out their job
• Contribution to established company Quality Management System by complying with the according procedures and instructions in respective area of responsibility
• 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

Required training and education:

• Business studies (at a university or university of applied sciences, Bachelor or Master) specialising in Business, Marketing and Foreign Trade.

Required professional experience (in years):

• At least 6 years professional experience in a comparable field of responsibility oriented to international sales and/or marketing
• Experience in project management and/or project leadership
• Profession experience in the field of medical technology would be an advantage

Important personal qualities:

• Strong customer orientation and ability to represent FME towards the customers
• Confident negotiation skills and skills in approaching people
• Confident, obliging, convincing and motivating manner
• Strong professional attitude characterized by a result, quality, patient and customer oriented working style
• Strong structured approach leading to pragmatic and effective solutions
• Strong ability to set priorities and take decisions even under changing conditions
• Strong ability to work as a self-starter and self-responsible
• Strong communication skills
• High level of flexibility, openness and empathy well balanced with high resilience, persuasiveness, self-confidence and good ability to work in a structured way even under pressure