Regional Sales Manager (Portable Gas Detection/Respiratory Protection) Job Details | Drägerwerk AG & Co. KGaA

Dräger is hiring a Regional Sales Manager to grow its industrial portable gas detection and respiratory protection business across Arizona and California. The role develops new business, expands existing customer accounts, manages sales channels and complex customer projects, and coordinates with internal and external service resources.

Responsibilities:

• The Regional Sales Manager is responsible for building the Industrial Portable Gas Detection and Respiratory business covering Arizona and Californiaterritories through new business development with identified target customers & growing the installed base with existing customers including service contracts. The RSM is also responsible for identifying, managing and driving manufacturer's representatives as necessary within the territory
• Identifies potential target end-users & prioritizes accounts and opportunities to produce the best results using both direct & 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
• 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
• 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
• 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)
• Project sales to the customers
• 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

Requirements:

• Bachelor's degree in business or technical related discipline from an accredited university
• 5+ years selling within the Industrial Market (Oil, Gas, Food, Manufacturing, etc.) required
• Proficient with Microsoft Office Suite (e.g., Outlook, Word, Excel, PowerPoint) and CRM systems
• Must be able to perform routine arithmetic calculations and have a complete understanding of pricing structures and gross margin
• Must be able to communicate effectively, including in writing, to articulate company and product information to customer
• Must be able to understand the technical aspects of our products and their applications
• current and ongoing work authorization in the United States
• Draeger is unable to provide visa sponsorship now or in the future