Responsible for executing on the defined hospital solutions strategy through the direct management of a team of Sales Executives responsible for a complete portfolio of products. Produce results that consistently meet or exceed sales goals to include growing the business through identifying expansion opportunities within existing customers and converting potential new relationships. Ensure individual assignments maximize all selling resources. Execute all aspects of talent management.

• Translate and reinforce the sales strategy to all sales resources to effectively manage and execute on plans/programs and achieve goals. Drive collaboration and teamwork to achieve long and short term goals by monitoring leading indicators and performance measures and in-field execution of all sales & marketing programs. Manage sales processes and staff to ensure the most effective deployment of all resources.
• Identify profitable growth opportunities by leveraging sales planning methods/techniques and market analysis to capitalize on the changing market place. Apply knowledge of changing customer requirements to develop and deploy new strategies that ensure all key area performance metrics are met or exceeded. Establish and maintain C-Suite relationships to expand existing business and convert new accounts. Develop methods and tactics to purse qualified solutions and opportunities.
• Collaborate with key internal teams to create a joint-action plan for executing against strategy. Work with other functions (e.g., marketing, service, contracting, etc.) to establish clear rules of engagement/innovation and remove hurdles for teams to execute against strategy.
• Manage all talent-related processes including workforce planning, change management, role accountabilities, talent acquisition, performance assessment/management and talent development consistent with company policies and procedures in a manner that motivates and builds trust and team collaboration to drive business results and better customer outcomes.
• Manage and coach Sales Executives in all aspects of the selling process (based on Miller Heiman principles) to meet annual objectives (e.g. new business acquisition goals, retention/expansion of existing customers) and ensure outstanding customer service.
• Provide common measurement methods and standards to be shared with all internal stakeholders to track progress against key performance objectives; establish and maintain effective systems to enhance planning and follow-up activities.
• Perform continuous process-improvement activities to identify and implement changes that will improve sales performance efficiency and effectiveness.
• Develop area fiscal budget ensuring consistency with all financial policies and controls; manage and monitor all financial aspects to maximize return on expenses and prevent cost overruns.

Education: BS/BA degree in clinical sciences w/related coursework in business or a related field or equivalent combination of education and experience; MBA a plus.

Related Experience:

• Five (5) to seven (7) years of Capital Sales experience to include several years with a variety of related modalities to be managed strongly preferred; comparable combination of clinical and sales experience acceptable
• Three years of experience in a leadership role within a direct sales team
• Previous experience working in the medical device industry
• Experience selling multiple modalities, marketing or product management a plus
• Experience in a strategic and complex selling environment
• Must have a documented history of career progression; clinical, budget and departmental review responsibilities a plus
• Ability to build trust through open/respectful communication
• Proficient in Miller Heiman sales strategies
• Strong people management skills
• Financial competence
• Foster inclusive workplace where diversity is valued and leveraged
• Strong problem solving and analytical skills
• Excellent presentation skills

Compensation:

$135,000 base salary, plus commission

In North America, Draeger employees over 1,400 employees working in our major sites in the United States and Canada (in the US: Andover, MA; Telford, PA; Houston / Coppell, TX, and in Canada: Mississauga, ON), including our Sales and Service workforce employees from coast to coast.

Our field based Sales and Service workforce is located across the nation, caring for relationships with our customers in the delivery of Draeger’s exceptional portfolio of products and solutions.

Equal Opportunity Employer – Disability and Veteran

Draeger is a leading international company in the fields of medical and safety technology. Whether in clinical applications, in industry, mining or emergency services: Draeger products protect, support and save lives. That's what our more than 15,000 employees have been striving for - every day for more than 130 years. Dräger - Technology for Life ®

• Health Insurance
• Retirement savings
• Health center and gym
• Company sports and prevention courses
• Professional development opportunities and coaching
• Contributions to (occupational) pension plans
• Flexible working time