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National Account Manager, Skilled Nursing Facility - East


Waltham, Massachusetts

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Job ID R0023988

PURPOSE AND SCOPE:

This individual will execute marketing programs and selling efforts to expand NxStage System utilization in the Home Hemodialysis Skilled Nursing Home market.In addition, the individual may facilitate physician to physician and nurse to nurse interactions between existing reference accounts and target accounts to drive NxStage business.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

A seasoned, experienced professional with a full understanding of area of specialization; resolves a wide range of issues in creative ways.

  • Lead all elements of Regional Territory Management including customer targeting, prospecting, selling, closing, implementing and following up with targeted Home and SNF accounts
  • Customer targeting, selling effort execution, and contracting with targeted accounts
  • Preparation of materials to support regulatory and reimbursement for HHD and NxStage therapy. 
  • Rally NxStage resources to grow the business in the Region
  • Coordinate and inspire area managers and clinical education team as well as other colleagues to exceed customer expectations
  • Proactively make suggestions and implement actions leading to continual improvement of individual and NxStage team performance
  • Assist start-up dialysis providers through process of gaining accreditation and developing a sustainable business model
  • Advise Nursing Home Providers of the benefits of on-site dialysis and perform value analysis presentations
  • Review and comply with the Code of Business Conduct and all applicable company policies and procedures, local, state and federal laws and regulations.
  • Assist with various projects as assigned by a direct supervisor.
  • Reports/Records game plans, accomplishments, activities and goals via client records of meetings and visits/calls. Receives key updates from the Sales and Support team in regards to National Accounts. Updates Sales, Support and the lab in a timely fashion.
  • Other duties as assigned.

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 lift 25 lbs. and sit/stand for extended periods of time.
  • Must be able to travel for off-site sales meetings and activities (50% plus).

EDUCATION:

Bachelor’s Degree required; Advanced Degree desirable
Bachelor of Science in Nursing (BSN) or other science related degrees preferred.

EXPERIENCE AND REQUIRED SKILLS:

  • B.S./B.A. or equivalent
  • 5+ years of consulting, consultative sales, sales management, and/or major account selling in healthcare
  • Experience in dialysis, skilled nursing, long term care, or health insurance industries preferred, but not mandatory
  • Training in Miller Heiman and or Professional Selling Skills (PSS) preferred, but not mandatory
  • Excellent communication and training skills and able to work effectively with all levels of people in a clinical environment. Capable of gaining client and department confidence responding to all issues appropriately, accurately and timely.
  • Must be secure in all aspects and requirements of the job. 
  • Proficient in computer applications as required.
  • Ability to travel extensively with strong time management skills to self-manage time and travel.  Must maintain an excellent driving record.
  • Travel required (at least 75%)

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.

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