Commercial Operations Specialist

At Fresenius Medical Care, we are the global leader in kidney care, committed to improving the lives of patients with chronic kidney disease. Our mission is to deliver high-quality, innovative products, services, and care across the entire healthcare journey. Guided by our vision—“Creating a future worth living. For patients. Worldwide. Every day.”—we work with purpose and compassion, supported by a global team of over 112,000 employees.

Our values guide how we work:

• We Care for our patients, each other, and our communities
• We Connect across teams and borders to deliver excellence together
• We Commit to doing things the right way— growing with purpose and leading kidney care with integrity and innovation

Role Purpose:

The Commercial Operations Specialist turns sales, market intelligence, pricing, contract and financial data into decisions that improve revenue quality, forecast accuracy, commercial discipline and profitability. The role supports the Commercial Operations Manager and Sales Leaders through reliable reporting, forward-looking analysis, profitability, incentive governance, accounting economics and contract compliance.

Key Accountabilities:

1. Sales Performance Reporting and Reconciliation

·        Own recurring sales reports and dashboards covering actual sales, target attainment, growth, product and account performance, channel performance and key variances.

·        Lead the monthly sales reconciliation with Finance and other source-data owners; investigate discrepancies, document adjustments and maintain a clear audit trail.

·        Produce an executive-ready monthly performance Dashboard that highlights results, drivers, risks, opportunities and required actions.

·        Maintain agreed report definitions, data cut-off dates and source controls to create one trusted version of commercial performance.

2. Monthly Outlook, Demand Planning and Forecasting

·        Prepare the Monthly Outlook report by consolidating sales inputs, run rates, sales pipeline, account plans, supply considerations and market signals.

·        Develop demand forecasts by product, customer and channel; compare forecast versus actual results and explain significant gaps.

·        Support facilitating forecast reviews with Sales, Finance and Supply Chain, challenge unsupported assumptions and escalate material risks or upside opportunities early.

·        Maintain scenario views - base, upside and downside - to support inventory, resource and financial decisions.

3. Sales Incentive Computation and Scorecards

·        Compute sales incentives in accordance with approved plans, targets, eligibility rules and payout schedules.

·        Prepare individual and team scorecards showing performance, measures, attainment, adjustments and projected payout.

·        Validate incentive inputs with Commercial Operations Manager, Sales Head and Finance; resolve exceptions and preserve complete supporting documentation.

4. Financial Modelling, Pricing and Profitability

·        Conduct price analysis across products, accounts, channels and deal types, including discounts and other price reductions.

·        Prepare gross profit and contribution analyses for Care Enablement transactions, proposals and account partnerships; flag margin leakage and recommend corrective action.

·        Prepare and maintain Fair Market Value reports for Distributors and Resellers using approved methodology, current evidence and documented assumptions.

·        Build financial models (GPA and FM), feasibility studies, sensitivity analyses and commercial scenarios to support proposed terms and management or Local and Regional IC approval.

5. Distributors and Reseller Planning

·        Lead Distributors and Reseller forecast consolidation and target-setting analysis based on historical performance, territory potential, pipeline, capacity, market conditions and strategic priorities.

·        Monitor overall Distributors and Reseller performance against forecast, target, contract commitments and profitability expectations.

·        Prepare requested data and quarterly Business Review reports for Distributors

6. Market and Competitor Intelligence

·        Prepare periodic market and competitor survey (MCS) reports covering pricing signals, market movement, customer needs, channel activity and competitor actions.

·        Triangulate internal data, field inputs and credible external sources; clearly distinguish facts, assumptions and directional estimates.

·        Translate findings into practical commercial recommendations, including pricing actions, account priorities, offer positioning and sales opportunities.

7. Contract, Governance and Project Support

·        Monitor contracted accounts for adherence to commercial terms, treatment numbers, utilization, pricing, discounts and profitability requirements.

·        Prepare proposals commercial terms, amendments and addenda for review by the Commercial Operations Manager, Head of Sales, Finance and Legal.

·        Maintain proposals, contracts, financial models, presentations, approval records and other project documentation in an organized and audit-ready manner.

·        Provide timely contract expiry or renewal triggers; support contract routing and Capital Expenditure Requisition Form (CERF) processes.

8. CRM Administration and Data Governance

·        Serve as the business administrator for the EDGE CRM platform, including user access requests, role and permission coordination, basic configuration, reference-data maintenance and first-line user support within approved governance.

·        Maintain data-quality standards for accounts, contacts, opportunities, activities, products, territories and sales data; monitor completeness, duplicates, aging and inconsistent records.

·        Manage approved workflows, required fields, dashboards, reports and data uploads; coordinate enhancements, integrations and technical incidents with IT and Regional EDGE Team

Document procedures, field definitions and change requests; provide user onboarding and refresher training.

Qualifications:

• Bachelor's degree in Finance, Accounting, Economics, Business or a related field.

• At least 2 years of experience in commercial operations, sales analysis, financial planning and analysis, business analysis or a comparable role; multinational, healthcare or medical device experience is preferred.
• Demonstrated experience in sales reporting, reconciliation, forecasting, target setting, incentives, pricing or profitability analysis.

• Experience building financial models, financial scenarios, project proposals and management presentations using sound data and documented assumptions.
• Working knowledge of contract economics, discounts, rebates, channel or partner models and data controls is an advantage.
• You hold an unquestionable commitment to drive results, integrity, adaptability and resilience – also derived from FME’s core values: We Care, We Connect, We Commit.