VP, Care Delivery Business Development

Fresenius Medical Care is seeking a VP, Care Delivery Business Development to lead day-to-day Market Development and physician strategy efforts across an assigned Mid-Atlantic territory. In this remote role based in Charlotte, NC, you will drive treatment growth, same store growth, de novo projects, and acquisition or joint venture opportunities while strengthening relationships with nephrologists and healthcare organizations.

You will set direction for direct reports, contribute to divisional planning, and represent corporate growth priorities at the territory level, partnering closely with internal leaders and external stakeholders to expand care delivery opportunities.

What You’ll Do

• Direct day-to-day activities of direct reports to advance Physician Strategies and Market Development goals and objectives for the Division.
• Provide input to divisional Market Development strategic planning and related initiatives, including managing and facilitating the Joint Venture and acquisition process for assigned regions.
• Collaborate with management to develop new business opportunities within the assigned territory to support Division treatment growth goals.
• Drive same store growth, de novo projects, and local market nephrologist relationship development to support treatment growth at or above market standards.
• Lead the territory-level formulation, representation, and implementation of corporate organic growth initiative goals and objectives.
• Support FMCNA’s mission, vision, core values, and customer service philosophy.
• Adhere to the FMCNA Compliance Program, including all regulatory and FMCNA policy requirements.
• Provide direction to assigned Directors Market Development on Physician Strategies and Market Development strategies, implementation of company initiatives (including Acute contracting strategy and Upstream Initiatives), and growth and physician relationship development goals.
• Ensure continuous team effectiveness through guidance, training, and subject matter expertise; provide ongoing informal and annual formal performance feedback.
• Manage staffing decisions, including hiring, firing, and disciplinary actions, and support staff selection, motivation, and skill development through coaching and leadership development.
• Participate in Division quarterly Market Development meetings and provide leadership.
• Contribute to the FMCNA business growth plan by taking a proactive role in acquisitions and joint ventures, collaborating with the JV team to manage the process and define and triage acquisition targets for assigned regions.
• Identify and follow up on acquisition leads and development of new business opportunities.
• Serve as a resource for target identification, contact initiation, lead follow-up, presentations, and data collection to support financial modeling and proposal generation; plan and implement negotiation strategies through closing.
• Assist the VP Mergers and Acquisitions with JV and acquisition negotiations within the pertinent regions.
• Lead analytical review for assigned regions with the Market Analysis team and Directors Market Development, using updated practice and marketing information to evaluate strategy.
• Prepare feasibility reports, competitive demographic analyses, Profit & Loss forecasts, and business-case recommendations for growth and development opportunities.
• Support demographic analysis for growth opportunities and new projects within the Market Development territory.
• Assist in communicating Physician Strategies activities to senior operations leaders, including the Divisional President, Group Vice President, and Regional Vice Presidents.
• Develop and maintain relationships with both FMS affiliated and non-FMS affiliated nephrologists to recognize growth opportunities for the Division.
• Participate in local and national renal meetings (including ASN, NRAA, and related subchapters) and nursing home association meetings to build relationships and identify contract leads.
• Create and implement local treatment growth market plans and initiatives.
• Build relationships and communications with Group Vice Presidents, Regional Vice Presidents, Directors Operation/Area Managers, and Physician Strategies and Managed Care Departments to implement territory growth initiatives.
• Represent FMS in relationships with nursing homes, hospitals, and physician groups, focusing on improved communications and addressing mutual business concerns as requested by managers and peers.
• Identify and generate local opportunities for treatment growth that contribute to the overall FMCNA strategic plan, including establishing local mission-oriented decision-making processes.
• Review and analyze financial statements when necessary.

Minimum Qualifications

• Bachelor’s Degree required; Advanced Degree desirable.
• Minimum 8–12 years of experience in sales and sales management or senior management within healthcare, preferably the dialysis segment.
• Proven ability to write proposals and negotiate contracts, create local marketing plans, and manage geographically diverse business interests.
• Business development knowledge across evaluation, integration, and implementation.
• Ability to work with and include all levels of the organization in the decision-making process.
• Strong written and oral presentation skills.
• Ability to work independently and strategically to assess market conditions.

Location and Working Conditions

• Charlotte, NC (remote).
• Day-to-day work includes desk and computer work plus interaction with patients, facility staff, and physicians.
• Travel between assigned facilities and various locations within the community is required.
• Travel to regional, divisional, and corporate meetings may be required.

Supervision

• Directs Directors, Market Development.