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Fresenius Medical Care North America Director, National Accounts- West Region (Resides in CA, TX or AZ) in Waltham, Massachusetts

PURPOSE AND SCOPE:

Utilized advanced sales / management experience at IDN’s, GPO’s and national accounts. Collaborate with Fresenius Critical Care Sales Directors and their sales teams. Use strong market knowledge, analytics, and experience to develop and execute IDN / GPO account strategies to achieve Fresenius Critical Care objectives. Collaborate with field-based CE teams and internal resources/departments.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

  • Develop and execute IDN / GPO sales activities & strategies to help organization meet or exceed Critical Care sales goals and objectives.

  • Evaluate markets and customers to identify and develop opportunities that will increase sales for all products and therapies.

  • Developing strategic relationships with C-suite and senior management stakeholders within the IDN/Health System(s) through Sales Process Utilization to identify customer needs, in order to create and execute a top-down/bottom-up Fresenius sales strategy, in partnership with the field sales organization, focused on NxStage System One and NovaLung sales growth, achieving quarterly and annual sales.

  • Maintain intimate knowledge of regional IDN driving forces; Leverage this knowledge to create a system-level Critical Care platform value proposition in-line with what the customer is trying to solve.

  • Collaborate with Directors on strategy at top IDN / GPO’s Nationally, Regionally and Locally.

  • Collaborate with Directors on strategy at VA / VISN, DOD and other government agencies.

  • Incorporates the principles of the Trust Triangle selling model and other Fresenius programs into day-to-day customer interactions.

  • Collaborate with Directors on strategy at other healthcare systems.

  • Interactions frequently require special skills such as: negotiating or influencing customers and/or senior level leaders in matters of significance to the Critical Care organization.

  • Develop, update, and implement an IDN / GPO National & Regional Business Plan to maximize sales goals and objectives.

  • Develop and cultivate high level customer relationships (nationally & regionally) to ensure and promote the company’s position in targeted IDN / GPO’s.

  • Develop weekly IDN / GPO updates to share with Critical Care team members and leadership.

  • Understand, monitor, and communicate with senior management the overall business climate within the IDN / GPO marketplace, including customer and industry trends.

  • Proactively develop new approaches to meet the changing demands of the IDN / GPO marketplace.

  • Keep senior management informed regarding variances to sales budget and recommend corrective action.

  • Contribute to the development of sales and marketing strategies to achieve sales targets.

  • Conduct all business dealings in a professional, responsive manner and in accordance with the FMCNA and governmental policies and regulations. Abides by the FMCNA Code of Business Conduct.

  • Attends national shows and conventions related to the field as assigned.

  • Interprets and provides recommendations for change of company-wide policies and practices. Establishes policies appropriate for the function.

  • Utilize Customer Relationship Management (CRM) tool (Salesforce.com & Prolifq) on a daily basis to document activity, monitor progress and strategize with sales force toward achieving Corporate Sales Objectives.

  • Reviews and complies with the Code of Business Conduct and all applicable company policies and procedures, local, state and federal laws and regulations.

  • Collaborate with National Training Manager, Conducting IDN / GPO training of new sales personnel.

  • Coaching team on IDN / GPO strategy.

  • Review expenditures to ensure compliance against established guidelines, and alignment with FMCNA financial goals.

  • Assist with various projects as assigned.

  • Other duties as assigned.

Additional responsibilities may include focus on one or more departments or locations. See applicable addendum for department or location specific functions.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

  • The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Travel is expected of this position, 60-70%.

SUPERVISION:

Responsible for the direct supervision of various levels of Sales staff.

EDUCATION:

Bachelor’s Degree required; Advanced Degree preferred.

EXPERIENCE AND REQUIRED SKILLS:

  • Minimum 10+ years of related experience in medical or pharmaceutical sales required; includes 5+ years of experience in sales management.

  • 3-5 years prior experience in IDN account management, including contract negotiation and execution.

  • Strong management skills with the ability to lead cohesive and productive teams.

  • Strong interpersonal skills with the ability to communicate with all levels of management through diplomacy and tact.

  • Excellent oral and written communication skills.

  • Ability to handle multiple projects at the same time.

  • Strong computer skills.

  • Strong project management skills.

EO/AA Employer: Minorities/Females/Veterans/Disability/Sexual Orientation/Gender Identity

Fresenius Medical Care North America maintains a drug-free workplace in accordance with applicable federal and state laws.

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