Regional Sales Manager - Fire Training Systems - West

The Job Responsibilities We are Regional Sales Manager – Engineered Solutions, Fire Training Systems. This person will cover the Western US and must be based in the assigned territory. The Regional Sales Manager’s purpose is to generate profitable sales greater than our annual sales goals/commitments while satisfying the needs of our customers better than our competition. The RSM is responsible for building the relevant Draeger business in the assigned geographic territory through new business development with identified target customers and growing the base with existing customers. 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. Relationship Management (includes distributors where applicable) Builds strong relationships with distributor partners at multiple levels within the account - sales people, sales managers, and key decision makers. Builds strong relationships with decision makers and key influencers within the business, which may include businesses, private organizations and/or Government Agencies. 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). 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. Your Qualifications Education: BA or BS in business or technical related discipline from an accredited university. In lieu of education, 5-10+ years working in a similar position. In specific segments, industry, government or military experience may substitute if the experience is directly relevant to the product and it’s 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. Must have a understanding of pricing structures and gross margin. Must be able to understand the technical aspects of our products and their applications The compensation includes a base salary of $85,000 plus uncapped commission based on sales performance. On Target Earnings (OTE) are $125,000 annually at 100% of quota, with the potential to exceed this based on individual results. Dräger 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 #J-18808-Ljbffr Draeger, Inc.