Apply for JobSales Executive, RespiratoryApply for Job
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 (Central & Southern Florida). 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; MBA a plus.
- 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.
- 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.
- 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 (Central and Southern Florida)
Nice To Haves
- 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
- MBA a plus.
Responsibilities
- 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
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
