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About The Position
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 (Mid-Atlantic Region). 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 IDN & 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.
Requirements
- Must be a Registered Respiratory Therapist
- BS/BA degree in business or a related field or equivalent combination of education & experience
- Three years of sales experience in a related field
- 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.
- Excellent communication, presentation & interpersonal skills.
- Capability to work within a matrix sales organization & drive accountability to meet assigned targets.
- Able to travel up to 80% and must reside within the covered territory (DE, MD, VA, NC, SC)
Nice To Haves
- MBA a plus.
- Clinical sales or applications experience with Critical Care, ICU products a plus.
- Experience in a strategic & complex selling environment preferred.
- RT with experience in the NICU is preferred
Responsibilities
- Responsible for all sales activities & has assigned order quota relating to the sale of Ventilation products & solutions within the defined sales territory (Mid-Atlantic Region).
- Developing territory strategy, identifying key clinical & economic stakeholders & delivering value propositions tailored to the needs of high-acuity critical care environments.
- Primary relationship owner & interface between Draeger & this designated customer.
- 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.
- 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 IDN & system‑wide initiatives, standardization projects, & new‑facility builds.
- Provide post‑sale follow‑up, account support, & nurturing to ensure long‑term customer satisfaction.
- 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.
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
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Number of Employees
5,001-10,000 employees
