Strategic Growth Lead – Critical Care ANZ

Fresenius Medical Care; Sydney; On-site; AUD 140,000 - 190,000; Full time

Job summary

Fresenius Medical Care – Macquarie Park NSW is seeking a Business Development Manager for Critical Care ANZ to drive sustainable revenue growth, expand market share, and improve profitability across Australia and New Zealand.

You will lead a team of Account Managers and a Clinical Specialist/Product Manager, collaborating with clinicians, procurement teams and distributors to shape commercial strategy, product adoption and market access initiatives within the Critical Care portfolio.

Qualifications

• Strong commercial acumen.
• Demonstrated success in business development and strategic account growth.
• Experience managing distributors, channel partners, or third-party commercial relationships.
• Strong understanding of healthcare procurement processes and tender management.
• Experience launching and managing medical device or healthcare product portfolios.
• Proven ability to develop and execute commercial growth strategies.
• Strong financial and business planning skills.
• Ability to influence senior stakeholders internally and externally.
• Experience leading cross-functional teams and managing complex projects.
• Critical Care, ICU, Renal, or Acute Care market experience preferred.
• Experience across both direct and indirect sales channels preferred.

Responsibilities

• Develop and execute strategic growth plans to expand Critical Care market share across ANZ.
• Identify new market opportunities, adjacent therapies, and emerging customer segments.
• Develop relationships with key decision-makers, clinical leaders, procurement stakeholders, and executive leadership within healthcare organizations.
• Build and maintain a robust pipeline of new business opportunities.
• Evaluate market trends, competitor activity, and customer needs to inform business strategy.
• Lead strategic account growth initiatives and major commercial projects.
• Achieve annual sales, revenue, and profitability targets for the Critical Care business across ANZ.
• Lead and support Account Managers to execute territory plans and deliver sales objectives.
• Drive adoption of Critical Care products and therapies through effective customer engagement and value-based selling.
• Support tender strategies, contract negotiations, and key account management initiatives.
• Ensure accurate forecasting, pipeline management, and reporting through CRM and business planning processes.
• Collaborate with Marketing, Service, Clinical, Supply Chain, and Finance teams to deliver customer-focused solutions.
• Develop and implement distributor strategies aligned with ANZ Critical Care objectives.
• Manage distributor relationships, performance reviews, business planning, and annual targets.
• Establish distributor growth plans, forecasting processes, and market development activities.
• Work closely with distributors to identify opportunities, training requirements, and competitive threats.
• Monitor distributor performance against agreed KPIs and drive accountability for sales growth and customer satisfaction.
• Ensure distributors maintain appropriate product knowledge, clinical competency, and compliance standards.
• Lead portfolio planning and commercialization activities in partnership with Marketing and Global Product Management.
• Provide strategic direction to the Clinical Applications Specialist/Product Manager.
• Support product lifecycle management, launches, training programs, and market access initiatives.
• Gather and communicate market intelligence, customer feedback, and competitive insights to support portfolio strategy.
• Develop business cases for new products, therapies, and market opportunities.
• Lead, coach, and develop the Account Management and Clinical Specialist/Product Manager team.
• Establish clear performance objectives and development plans.
• Foster a high-performance culture focused on customer success, innovation, and commercial excellence.
• Provide ongoing field coaching and mentoring.

Job description

Fresenius Medical Care – Macquarie Park NSW is seeking a Business Development Manager for Critical Care ANZ to drive sustainable revenue growth, expand market share, and improve profitability across Australia and New Zealand.

You will lead a team of Account Managers and a Clinical Specialist/Product Manager, collaborating with clinicians, procurement teams and distributors to shape commercial strategy, product adoption and market access initiatives within the Critical Care portfolio.