Sales Executive - Respiratory

Business Unit: Draeger, Inc., Job-ID: 1141 Location: Raleigh, Baltimore, Columbia, Richmond, Washington, D.C. Work Location: Remote Employment Type: Permanent The Job Responsibilities 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 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. 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. 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) Compensation This role offers a $90,000 base salary with $150,000 OTE at 100% of quota, plus uncapped commissions for top performers. 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. Draeger is an Equal Opportunity Employer. J-18808-Ljbffr