Regional Sales Manager (Portable Gas Detection/Respiratory Protection)

Draeger • Minneapolis, MN

3d • $85,000 - $125,000 • Remote

About The Position

Regional Sales Manager (Portable Gas Detection/Respiratory Protection) Business Unit: Draeger, Inc., Job-ID: 966 Location: Minneapolis Function: Sales Work Location: Remote Employment Type: Permanent The Job Responsibilities 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”. This is a remote position. Candidate must live in the region in any of these states: WI, ND, SD, NE, IA, MN & Northern IL At Dräger, it is our passion and dedication to protect, support and save lives. Our dedication to life naturally extends to the quality of our employees’ lives. They are the essence of our company, and without them, we would not be what we are today – a world leader in medical and safety technology. We are searching for people who want to join us in building “Technology for Life”. The Regional Sales Manager is responsible for building the Draeger Fire and Gas Detection Systems business in the assigned geographic territory through new business development with identified target customers and growing the installed base with existing customers including service contracts. The RSM is also responsible for identifying, managing and driving manufacturer’s representatives as necessary within the territory. Strategic Territory/Scope Management Identifies potential target end-users & prioritizes accounts and opportunities to produce the best results using both direct and indirect sales channels and strategies. As applicable, builds a strong distributor network that is aligned with the company’s distributor & vertical market strategy designed to maximize Draeger sales & profits. Maintains a high awareness of market trends and the competition, their strengths, weaknesses, sales and marketing methods & shares this information with internal stakeholders. Develops an annual sales plan and applies time & territory management techniques to maximize productivity & plans sales activities 30-60 days in advance. Value Selling Conducts research as part of the pre-call planning process to identify key decision makers & influencers, and to anticipate customer needs. Probes to understand and uncover customer needs based on the customers application and promotes value, not price. Has expert knowledge and differentiates Draeger by effectively presenting our products and services as a solution to customer needs and business issues. Remains current with Company, State, Provincial and Federal related safety regulations and policies with respect to the Draeger product being sold. Sales Administration Effectively utilizes all tools provided such as CRM, e-mail, word processing, presentation and spreadsheet software, etc. and maintains accurate, up-to-date records Ensures expenses are controlled and justified within budgetary guidelines. Manages and maintains consignment and demo equipment to ensure accurate record keeping and cost-effective utilization. Project Management/Complex Sale Coordination and Guidance Responsible for the design, project planning and offering elaboration for complex product and application solutions to the customer. Bid/tender/RFP oversight/price negotiations for complex product and application solutions. Must frequently and effectively utilize internal resources available (e.g. channel partner management team). Project sales to the customers Coordinates with internal resources and the customer for initial operation approval of the solution (e.g. setup/installation/operational approval/solution implementation). Part of team that supports release of full documentation and handover of all technical related data to the customer. Execution of a service agreements with the customer in close collaboration with the Draeger Service department/external service providers.

Requirements

• Education: Bachelor's degree in business or technical related discipline from an accredited university
• Related Experience: 5+ years selling within the Industrial Market (Oil, Gas, Food, Manufacturing, etc.) required
• Special Competencies or Certifications: Proficient with Microsoft Office Suite (e.g., Outlook, Word, Excel, PowerPoint) and CRM systems
• Must be able to perform routine arithmetic calculations and have a complete understanding of pricing structures and gross margin
• Must be able to communicate effectively, including in writing, to articulate company and product information to customer
• Operate computer, office equipment
• Must be able to understand the technical aspects of our products and their applications
• Must be willing to travel up to 50%
• Must reside within the covered territory

Responsibilities

• building the Draeger Fire and Gas Detection Systems business in the assigned geographic territory through new business development with identified target customers and growing the installed base with existing customers including service contracts
• identifying, managing and driving manufacturer’s representatives as necessary within the territory
• Identifies potential target end-users & prioritizes accounts and opportunities to produce the best results using both direct and indirect sales channels and strategies
• builds a strong distributor network that is aligned with the company’s distributor & vertical market strategy designed to maximize Draeger sales & profits
• Maintains a high awareness of market trends and the competition, their strengths, weaknesses, sales and marketing methods & shares this information with internal stakeholders
• Develops an annual sales plan and applies time & territory management techniques to maximize productivity & plans sales activities 30-60 days in advance
• Conducts research as part of the pre-call planning process to identify key decision makers & influencers, and to anticipate customer needs
• Probes to understand and uncover customer needs based on the customers application and promotes value, not price
• Has expert knowledge and differentiates Draeger by effectively presenting our products and services as a solution to customer needs and business issues
• Remains current with Company, State, Provincial and Federal related safety regulations and policies with respect to the Draeger product being sold
• Effectively utilizes all tools provided such as CRM, e-mail, word processing, presentation and spreadsheet software, etc. and maintains accurate, up-to-date records
• Ensures expenses are controlled and justified within budgetary guidelines
• Manages and maintains consignment and demo equipment to ensure accurate record keeping and cost-effective utilization
• Responsible for the design, project planning and offering elaboration for complex product and application solutions to the customer
• Bid/tender/RFP oversight/price negotiations for complex product and application solutions
• Must frequently and effectively utilize internal resources available (e.g. channel partner management team)
• Project sales to the customers Coordinates with internal resources and the customer for initial operation approval of the solution (e.g. setup/installation/operational approval/solution implementation)
• Part of team that supports release of full documentation and handover of all technical related data to the customer
• Execution of a service agreements with the customer in close collaboration with the Draeger Service department/external service providers

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Manager