The Sales Executive is responsible for all sales activities & has assigned order quota relating to the sale of Ventilation products & solutions within the defined sales territory (MN, IA, ND, SD). Including developing territory strategy, identifying key clinical & economic stakeholders & delivering value propositions tailored to the needs of high-acuity critical care environments. The Sales Executive is also the primary relationship owner & interface between Draeger & this designated customer.
For assigned product line, develop an in-depth understanding of the following:
All product functions & implications on patient care & workflow efficiency
All related systems & services
Competitors product offerings
All related customer needs & product value
Sales Strategy & Territory Management
Own the Respiratory Care Business: Full responsibility for the capital sales cycle of Draeger ventilators (V800, VN800 & Savina) in a defined territory.
Strategic Territory Development: Identify & prioritize high-potential opportunities using data, install base intelligence, & IDN alignment strategies.
Stakeholder Engagement: Build consensus across complex buying groups including RT's, Directors, clinical engineering, procurement, & the C-suite.
Solution Selling: Position Draeger's premium products against price-driven competitors through clinical differentiation, workflow optimization, & total cost of ownership.
Capital Project Management: Navigate long sales cycles, RFPs, budget timing, installation logistics, & cross-functional alignment.
CRM & Funnel Management: Maintain accurate & timely pipeline data in CRM; forecast monthly with rigor & transparency
Quota Accountability: Consistently achieve or exceed annual sales targets across assigned categories.
Create territory business plans, account-level penetration strategies, & quarterly funnel forecasts in alignment with Area Sales Director guidance.
Product & Clinical Expertise
Ability to confidently engage pulmonologists, intensivists & respiratory therapists
Direct ICU experience managing mechanically ventilated patients
Understanding of neonatal, pediatric, & adult ventilation considerations
Experience with ARDS management & lung-protective ventilation protocols
Ability to translate clinical needs into value-based sales conversations
Differentiation versus competitive solutions in critical care
Understanding of hospital workflow, alarm management, & patient safety initiatives
Customer Engagement & Execution
Conduct high-impact clinical demonstrations & presentations with ICU, NICU & ED teams.
Partner with Draeger clinical specialists, sales engineering, & service teams during evaluations, trials, & post-install issue resolution.
Support major ION & system-wide initiatives, standardization projects, & new-facility builds.
Provide post-sale follow-up, account support, & nurturing to ensure long-term customer satisfaction.
Cross-Functional Collaboration
Work closely with Marketing, Service, Customer Care, Corporate Accounts & Clinical Education to deliver a coordinated & superior customer experience.
Maintain territory CRM data including prospecting, pipeline tracking, forecasting, & key account plans.
Share market feedback on competitive intelligence, clinical trends, & customer insights to inform strategic programs.
Your Qualifications
Must be a Registered Respiratory Therapist
Education:
BS/BA degree in business or a related field or equivalent combination of education & experience; MBA a plus.
Related Experience:
Three years of sales experience in a related field; Clinical sales or applications experience with Critical Care, ICU products a plus.
Experience in a strategic & complex selling environment preferred.
Key Competencies or Certifications:
RT with experience in the NICU is preferred
Strong problem solving, analytical & relationship building skills.
Consultative selling skills (ability to understand customer needs & translate into a business solution by clearly detailing clinical & business benefits).
Strong computer skills-MS Office, Word, Excel, Power point, Outlook, DMI quote system software, DMI CRM software, etc.
Capability to work within a matrix sales organization & drive accountability to meet assigned targets.
Able to travel up to 80%
Compensation:
This role offers a $90,000 base salary with $150,000 OTE at 100% of quota, plus uncapped commissions for top performers.
#LI-Remote
Dräger Benefits
At Draeger, Technology for Life means supporting our people in every aspect of their lives. We offer a competitive benefits package that may include:
Medical, dental, and vision insurance
Life, short- and long-term disability coverage
401(k) with company match
Over 4 weeks of paid time off, plus holidays and parental leave
Flexible spending accounts and employee assistance program
Select locations also offer free parking, an on-site gym, cafeteria, and game room.
Talk to your Draeger recruiter to learn more!
Who we are
We’re hiring! If you want your contributions to make a real difference, check out this new career opportunity with us at Draeger where we are led by the guiding principle “Technology for Life”.
Draeger has several sites located across North America as well as field-based sales and service positions. Our North America headquarters is located in Telford, PA just north of Philadelphia. We also have US sites in Andover, MA, and Houston, TX. Our Canada site is located in Mississauga, Ontario.