Job Description

1) 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
• Provide Head of Sales with the necessary information and data for the development of the overall cluster strategy
• Propose the Head of Sales 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.
• Prepare contracts in close collaboration with Legal.
• Negotiate prices with targeted segment aligned to strategic initiatives.
• Find out sales and price structures of competitors
• Respond to HQ queries (database, market info, lists, Market and Competitor Survey) in alignment with Head of Sales
• Facilitate audit requirements
• Manage key accounts

Relationship Management

• Maintain existing customer contacts and create new contacts
• Maintain contacts and negotiations with, end-users, KOLs, Nephrologist consultants , institutions and key accounts
• Steer and guide new customers
• Engage actively in local healthcare communities and networks
• Keep up a strong customer orientation

Leadership xc2xb7

• 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.

Management & Steering xc2xb7

• 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 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 companys profitability
• 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 Head of Sales

Human ResourcesImplement 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

2) 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

1) 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.

2) 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

Fresenius Medical Care