Fresenius Medical Care - Business Development Manager - Critical Care

Position: Business Development Manager - Critical Care

Location: South & East India

Reporting To: National Sales Manager / Business Head - Critical Care

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:

- 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.

- Lead, coach, and develop a team of Product Specialists. Conduct regular joint field working, performance reviews, and structured coaching conversations.

- Develop a deep understanding of the regional critical care landscape - key hospitals, therapy adoption patterns, competitive dynamics, and influential clinicians.

- Oversee account planning across all key hospitals in the region. Ensure Product Specialists have robust, actionable account plans and hold them accountable to milestones.

- Drive therapy expansion beyond existing accounts - identifying new hospital segments, emerging ICU setups, and underpenetrated geographies within the region.

- Build and manage a regional KOL network across nephrology and critical care.

- Synthesize regional market insights - competitive activity, pricing pressures, therapy trends - and feed them into the national team's planning process.

Key Deliverables:

- Regional revenue target achievement - quarterly and annual

- Team productivity metrics: revenue per specialist, account coverage, new account additions

- Therapy initiation and utilization growth across key ICU accounts

- Joint field working frequency and coaching output per team member

- Regional KOL engagement - mapped, active, and advocacy-oriented

- Accuracy and timeliness of pipeline and performance reporting

Expectations:

- The BDM must genuinely invest in the growth of each team member while holding a non-negotiable standard on commercial delivery.

- Act as the first point of escalation for customer issues, supply concerns, or competitive threats in the region.

- Work closely with Technical Service, Clinical, and Marketing teams to ensure integrated execution in the region.

- 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:

- Graduate/PG in Life Sciences, Pharmacy, Biomedical Engineering, or related discipline; MBA preferred but not mandatory

- 12-15 years of total experience in medical devices or critical care MedTech, with at least 2-3 years in a people manager role

- Prior experience in ICU-facing commercial roles - CRRT, hemodynamics, ventilation, or similar therapies strongly preferred

- Proven track record of delivering regional revenue targets while developing team capability

- Strong communication, stakeholder management, and negotiation skills

- Willingness to travel 50-60% within the assigned region