PURPOSE AND SCOPE:
This role is responsible for supporting sales growth and customer engagement driving sales performance, clinical support, and overall customer service within an assigned sales territory. The position manages new and existing accounts, provides product and clinical support, and identifies opportunities to expand utilization across the portfolio. The role builds and maintains strong customer relationships, leads territory-level collaboration with internal partners, and ensures accurate use of sales tools, forecasting, and contract management.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
- Own all accounts in assigned territory, new and existing account relationships, and represent the entire product portfolio for assigned modalities.
- Identify and close new opportunities by developing appropriate solutions and delivering implementation support across all customer types
- Manage and nurture account relationships to drive expansion and renewals, secure wallet share and demonstrate problem solving to customers as needs arise.
- Engages in regular face to face customer call activity.
- Leads collaboration and coordination with all supporting roles to handle customer needs and expectations
- Use FME sales tools daily to effectively manage prospects, existing accounts, opportunities, pipeline and forecast in an accurate and timely manner.
- Maintain accurate and timely management of customer contracts, including pricing adjustments and system updates.
- Identify market trends, threats, and opportunities using sales data and customer feedback, and develop strategic plans to improve performance and market share within assigned territory.
- Build strong customer relationships by delivering value-driven solutions and providing exceptional follow-up and service to internal and external customers.
- Support field activities, including equipment evaluations, in-services, technical demonstrations, and training, to ensure customer success.
- Monitor and maintain customer market share, entering and closing customer appointments and capturing relevant sales campaign data.
- Develop professional expertise and maintain technical and clinical proficiency across assigned modalities.
- Attend local, regional, and national events, meetings, and training sessions to enhance product knowledge, market understanding, and professional growth.
- Exercise good judgment within defined procedures and practices to determine appropriate action.
- Reviews and complies with the Code of Business Conduct and all applicable company compliance policies and procedures, local, state and federal laws and regulations.
- Assists with various projects as assigned by direct supervisor.
- Completes all administrative duties as assigned by direct supervisor such as accurate and timely expense reports and operates within operating expense budget.
- 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.
- Must be able to physically cover and maintain regular face-to-face contact with customers over a assigned geographic area.
- Extensive travel by automobile/train/airplane is often necessary to cover assigned territory which includes overnight stays.
- Contact with customers by phone alone is not adequate. Occasional weekend work is necessary to support trade show events.
- Lifting requirements involve setting up portable booths, occasional lifting up to 50lbs, and transporting medical equipment and supplies for purposes of in-servicing customers.
- Must reside within assigned territory.
SUPERVISION:
EDUCATION AND REQUIRED CREDENTIALS:
- Bachelor’s Degree required; advanced degree preferred or equivalent experience.
EXPERIENCE AND SKILLS:
- 2-5 years’ related medical sales experience; or a master’s degree with 3 years’ experience; or a PhD without experience; or equivalent directly related work experience.
- Experience and proven success with consultative selling; approach and methodology
- Demonstrates effective presentation skills, professional and executive presence, and effectively establishes credibility with any audience.
- Effective communication skills, both verbal and written; demonstrates ability to deliver timely and useful multi-mode communications to both internal and external customers.
- Must have basic computer skills including but not necessarily limited to, Word, Excel, Power Point.
The rate of pay for this position will depend on the successful candidate’s work location and qualifications, including relevant education, work experience, skills, and competencies.
Annual Base Salary Rate: $95,000 - $110,000 + Incentive comp
This position offers a comprehensive benefits package including medical, dental, and vision insurance, a 401(k) with company match, paid time off, parental leave.
Fresenius Medical Care is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sexual orientation, gender identity, parental status, national origin, age, disability, military service, or other non-merit-based factors
