PURPOSE AND SCOPE:

In coordination with regional and area management, and under the direction of the VP of Market Development, responsible for the development of new business opportunities within the assigned territory to meet the Division goals for treatment growth. Focuses on same store growth, de novo projects and the development of relationships with local market nephrologists to ensure FMS experiences treatment growth at or above market standards.  Provides leadership in formulating, representing, and implementing, at the territory level, the Corporation's goals and objectives regarding the treatment growth initiative.

 

PRINCIPAL DUTIES AND RESPONSIBILITIES:

In addition to responsibilities for growth in the assigned territory, will be assigned 1 - 2 Directors, Market Development to provide oversight and direction regarding Market Development strategies, implementation of company initiatives related to Market Development such as the acute contracting strategy and upstream initiatives, and other related goals and objectives including promoting growth and physician relationship development.Ensures consistent and continuous team effectiveness by providing guidance, training and subject matter expertise as needed.  Provides informal feedback to staff on an ongoing basis and formal written feedback in the form of Field Coaching Reports and the annual performance evaluation process.Coordinates with the Vice President Market Development to manage staffing through appropriate hiring, firing and disciplinary actions.  Ensures consistent effectiveness of the team through the selection and motivation of competent staff, and facilitates the development of the requisite skills and knowledge by the provision of appropriate coaching, training and leadership development.Identify and follow up leads for potential acquisitions, development of new business opportunities through de novos, and support establishment of new modalities within existing inventory. Develop and maintain relationships with FMS affiliated and non-FMS affiliated nephrologists to recognize growth opportunities for the Business Unit. Participate in local and national renal meetings, (e.g. ASN, NRAA and subchapters) as appropriate to develop new relationships and leads for possible contracts. Provide consultation and assistance to the Market Development VP as follows: Develop sound business relationships with physician groups to facilitate treatment growth objectives. Develop close relationships and communications with Group VPs of Strategy and Operations, Regional Vice Presidents, Directors of Operations, Physician Strategies and Managed Care to implement growth initiatives Establish local mission oriented, decision-making processes. Review and analyze financial statements when necessary.

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.

The position requires travel between assigned facilities and various locations within the community. Travel to regional, business Unit and corporate meetings may be required.

 

SUPERVISION:

Responsible for the direct supervision of 2 Directors, Market Development

 

EDUCATION:

Bachelor's Degree required; Advanced Degree preferred

 

EXPERIENCE AND REQUIRED SKILLS:        

10+ years' experience in sales and sales management or senior management within healthcare, preferably the dialysis segment. Minimum 5 years healthcare, B2B sales, dialysis segment preferred. Demonstrated ability to write proposals and negotiate contracts, create local marketing plans and manage geographically diverse business interests. Business development knowledge from evaluation through integration and implementation. Ability to work with and include all levels of the organization in the decision making process. Strong written and oral presentation skills Ability to work independently and strategically to assess market conditions.

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.

EOE, disability/veterans