Regional Sales Manager - Engineered Solutions, Fire Training Systems - Central US

Regional Sales Manager - Engineered Solutions, Fire Training Systems Join to apply for the Regional Sales Manager - Engineered Solutions, Fire Training Systems role at Dräger. Business Unit: Dräger, Inc. Job ID: 1038 Location(s): Dallas, Atlanta, Miami, Tampa (Remote available) Employment Type: Permanent Function: Sales Seniority Level: Mid–Senior Job Responsibilities We’re hiring! If you want your contributions to make a real difference, check out this new career opportunity with us at Dräger where we are led by the guiding principle “Technology for Life”. The Regional Sales Manager – Engineered Solutions, Fire Training Systems covers the Southeast U.S. 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 Dräger 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 Dräger 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 customer's application and promotes value, not price. Has expert knowledge and differentiates Dräger 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 Dräger 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 Dräger 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 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. Must have a understanding of pricing structures and gross margin. Must be able to understand the technical aspects of our products and their applications. 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 Select locations also offer free parking, an on-site gym, cafeteria, and game room. Who We Are We’re hiring! If you want your contributions to make a real difference, check out this new career opportunity with us at Draeger where we are led by the guiding principle “Technology for Life”. 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 just north of Philadelphia. We also have US sites in Andover, MA, and Houston, TX. Our Canada site is located in Mississauga, Ontario. Draeger is an Equal Opportunity Employer. Interested? Please, apply directly through our career portal. We look forward to receiving your application. #J-18808-Ljbffr Dräger