Role Overview
The Business Development Manager – Critical Care will lead a team of Product Specialists across the assigned region, driving revenue growth, therapy adoption, and market development for Fresenius Medical Care's Critical Care portfolio. This is a player-coach role, one that demands strong people leadership, commercial acumen, and the clinical credibility to engage meaningfully with ICU stakeholders at a senior level. The BDM will be the primary bridge between field execution and organizational strategy in the region.
Broader Responsibilities
Revenue Leadership: Own and deliver the regional revenue target for the Critical Care portfolio. Drive a culture of consistent performance within the team through structured pipeline management, account prioritization, and disciplined territory coverage. Identify and unlock high-potential accounts that individual contributors may be underleveraging.
Team Management & Capability Building: Lead, coach, and develop a team of Product Specialists. Conduct regular joint field working, performance reviews, and structured coaching conversations. Assess individual capability gaps and work with the training and HR teams to address them systematically. Build a team that is commercially sharp and clinically credible.
ICU & Critical Care Ecosystem Ownership: Develop a deep understanding of the regional critical care landscape - key hospitals, therapy adoption patterns, competitive dynamics, and influential clinicians. Engage directly with senior intensivists, heads of critical care, and hospital procurement leadership to build FME's institutional presence.
Strategic Account Oversight: Oversee account planning across all key hospitals in the region. Ensure Product Specialists have robust, actionable account plans and hold them accountable to milestones. Step in personally for high-stakes negotiations, tender submissions, and relationship-critical engagements.
Market Development: Drive therapy expansion beyond existing accounts — identifying new hospital segments, emerging ICU setups, and underpenetrated geographies within the region. Work with the marketing team to execute regional initiatives aligned to national strategy.
KOL & Institutional Engagement: Build and manage a regional KOL network across nephrology and critical care. Support the development of advocacy programs, clinical symposia, and peer-to-peer education initiatives that strengthen FME's therapy leadership in the region.
Market Intelligence & Reporting: Synthesize regional market insights — competitive activity, pricing pressures, therapy trends — and feed them into the national team's planning process. Maintain accurate and timely reporting on team performance, account status, and pipeline health.
Key Deliverables
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Regional revenue target achievement - quarterly and annual
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Team productivity metrics: revenue per specialist, account coverage, new account additions
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Therapy initiation and utilization growth across key ICU accounts
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Joint field working frequency and coaching output per team member
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Regional KOL engagement — mapped, active, and advocacy-oriented
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Accuracy and timeliness of pipeline and performance reporting
Expectations
People First, Consistent Growth: The BDM must genuinely invest in the growth of each team member while holding a non-negotiable standard on commercial delivery. Coaching conversations should be as natural as business reviews.
Escalation & Problem Solving: Act as the first point of escalation for customer issues, supply concerns, or competitive threats in the region. Resolve with speed and ensure learnings are shared across the team.
Cross-functional Partnership: Work closely with Technical Service, Clinical, and Marketing teams to ensure integrated execution in the region. The RM is the regional face of FME - not just for sales, but for the full customer experience.
Ownership Mindset: Run the region as a business owner would with discipline in resource allocation, and a long-term view on account and relationship development.
Ideal Profile
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Graduate in Life Sciences, Pharmacy, Biomedical Engineering, or related discipline; MBA preferred but not mandatory
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12-15 years of total experience in medical devices or critical care MedTech, with at least 2–3 years in a people manager role
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Prior experience in ICU-facing commercial roles — CRRT, hemodynamics, ventilation, or similar therapies strongly preferred
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Proven track record of delivering regional revenue targets while developing team capability
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Strong communication, stakeholder management, and negotiation skills
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Willingness to travel 50–60% within the assigned region
