Sales Executive - Respiratory

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

  Customer Engagement & Execution

• 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.
• Support major IDN & system‑wide initiatives, standardization projects, & new‑facility builds.
• 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.

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