Role Overview
The Product Specialist – Critical Care will serve as the primary clinical and commercial interface for Fresenius Medical Care's Critical Care therapy portfolio. This role sits at the intersection of revenue accountability and deep clinical expertise — responsible for driving therapy adoption in ICUs, building institutional relationships, and establishing FME as the therapy partner of choice in the critical care space.
Broader Responsibilities
Revenue Ownership:
Accountable for achieving and growing revenue targets within the assigned territory. This includes identifying opportunities for therapy initiation, utilization growth, and account expansion through both new customer acquisition and deepening penetration within existing ICU accounts.
ICU Engagement & Therapy Adoption:
Develop a thorough understanding of ICU workflows, patient profiles, and clinical decision-making dynamics. Engage intensivists, nephrologists, and critical care nursing teams to drive adoption of CRRT/HVHDF therapies and ensure optimal therapy utilization.
Account Planning & Coverage:
Create and execute structured account plans for key hospitals and critical care centres. Conduct regular in-person visits, clinical presentations, and therapy reviews to identify growth opportunities and address adoption barriers proactively.
Clinical Support & Demonstration:
Provide hands-on clinical demonstration, in-service training, and bedside support to healthcare teams on product usage, therapy protocols, and best practices — ensuring both clinical confidence and patient outcome focus.
Market Intelligence:
Track and analyse competitive activity, therapy trends, and account-level data to continuously refine territory strategy and share actionable insights with the marketing and clinical teams.
KOL Development:
Identify, engage, and develop Key Opinion Leaders within the critical care and nephrology community to advocate for therapy upgradation, support peer education, and strengthen FME's clinical credibility in the market.
Key Deliverables
Quarterly and annual revenue targets for the Critical Care portfolio
Therapy initiation and utilization metrics across assigned accounts
Number of active ICU accounts under structured engagement
Clinical training and in-service sessions conducted
KOL engagement pipeline — identified, engaged, and activated
Timely and accurate reporting of account activity, pipeline, and market intelligence
Expectations
Cross-functional Collaboration:
Work closely with the Sales, Technical Service, Marketing, and Clinical teams to ensure seamless pre- and post-sale support. Act as the critical care voice within the commercial team.
Solution-oriented Mindset:
Understand the specific clinical and operational challenges of each ICU and offer tailored therapy solutions — backed by clinical evidence, product knowledge, and a genuine understanding of patient care outcomes.
Commercial Acumen with Clinical Credibility:
Balance revenue orientation with the ability to engage credibly in clinical conversations. The role demands someone who can speak the language of the ICU and the boardroom with equal fluency.
Ideal Profile
Graduate in Life Sciences, Pharmacy, Nursing, or Biomedical Engineering; paramedical background in critical care is a strong advantage
3–6 years of experience in medical devices, with at least 2 years in ICU-facing roles (CRRT, ventilation, hemodynamic monitoring, or similar)
Demonstrated ability to drive revenue growth in a clinical selling environment
Strong communication, relationship-building, and clinical presentation skills
Willingness to travel extensively within the assigned territory
