Regional Sales Manager - Engineered Solutions, Fire Training Systems

Overview

Regional Sales Manager - Engineered Solutions, Fire Training Systems. Job-.

Location:

San Diego. Function:
Sales.

Work Location:

Remote.

Employment Type:

Permanent. This role covers the Western US and must be based in the assigned territory.

Company:
Draeger, Inc.

• Generate profitable sales greater than annual sales goals/commitments while satisfying customer needs better than the competition. Build the Draeger business in the assigned geographic territory through new business development with identified target customers and growth with existing customers.
• Strategic Territory/Scope Management: identify potential target end-users and prioritize accounts and opportunities to produce the best results using direct and indirect sales channels and strategies.
• Build a distributor network aligned with the company's distributor and vertical market strategy to maximize Draeger sales and profits.
• Maintain awareness of market trends and competition; share insights with internal stakeholders.
• Develop an annual sales plan and apply time and territory management techniques to maximize productivity; plan sales activities 30–60 days in advance.

Relationship Management (includes distributors where applicable)

• Build strong relationships with distributor partners at multiple levels within the account (salespeople, sales managers, and key decision makers).
• Build relationships with decision makers and key influencers within the business, including businesses, private organizations and/or Government Agencies.

Value Selling

• Conduct research as part of the pre-call planning process to identify key decision makers and influencers and to anticipate customer needs.
• Probe to understand and uncover customer needs based on the customer’s application; promote value, not price.
• Demonstrate expert knowledge and differentiate Draeger by presenting products and services as solutions to customer needs and business issues.
• Remain current with company, state, provincial and federal safety regulations and policies related to the Draeger product being sold.

Sales Administration

• Utilize tools such as CRM, email, word processing, presentations, spreadsheets, etc., and maintain accurate, up-to-date records.
• Ensure expenses are controlled and justified within budgetary guidelines.
• Manage and maintain consignment and demo equipment for accurate record keeping and cost-effective utilization.

Project Management/Complex Sale Coordination

• Design, plan and provide elaboration for complex product and application solutions.
• Bid/tender/RFP oversight and price negotiations for complex solutions; collaborate with internal resources (e.g., channel partner management team).
• Coordinate with internal resources and the customer for initial operation approval of the solution (setup/installation/operational approval/solution implementation).
• Support the release of full documentation and handover of all technical data to the customer.
• Assist in execution of service agreements with the customer in collaboration with Draeger Service department/external service providers.

• Education:
  
  BA or BS in business or technical discipline from an accredited university. In lieu of education, 5-10+ years in a similar position.
• Industry, government or military experience may substitute if directly relevant to the product and its sale or procurement (e.g., Military procurement officer in a Government product segment).
• 5+ years selling to similar customers or relevant experience in specific segments.
• Understanding of pricing structures and gross margin.
• Ability to understand the technical aspects of our products and their applications.

• 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!

We are an Equal Opportunity Employer.

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, with additional US sites in Andover, MA, and Houston, TX, and a Canada site in Mississauga, Ontario.

Interested?

Please apply directly through our career portal. We look forward to receiving your application.