The Job Responsibilities
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 values their employees with a flexible workforce, competitive total rewards including a comprehensive benefits package, generous paid time off program and more. If you want to be part of an exciting team with strong leadership support, come join our team!
The Regional Sales Manager (Fire & Gas Detection Systems) is responsible for building the Dräger fire and gas detection systems business in the assigned geographic territory through new business development with identified target customers and 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.
Principal Accountabilities:
Territory Management:
- Identifies potential target end-users within the target segments & prioritizes accounts and opportunities to produce the best sales and profitability results
- Focuses time and resources on sales into the key oil, gas and petrochemical segments, while also covering sales in to application driven markets, through direct sales efforts and managing manufacturer representative activity
- Maintains a high awareness of fire and gas systems 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 30-60-90 days in advance
- Using proper opportunity management techniques maintains a healthy funnel of prospects and manages the sales cycle to the customer buy cycle
- Adhere to all company import compliance and export compliance Work Instructions, Policies and Procedures
Relationship Management:
- Builds strong relationships with end-user decision makers and key influencers within the target end users.
- Understands the complex sales cycle of products in respective markets and develops relationships across the buying cycle with channel partners or direct customer end users.
- Focuses on solution selling and identifying unmet needs within customer applications
Value Selling:
- Conducts research as part of the pre-call planning process to identify key decision makers & influencers, and to uncover customer needs
- Probes to understand and uncover customer needs based on the customers application and promotes value, not price
- 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 solution being sold
- Has “expert” knowledge of the feature/benefits and USP’s of Dräger solution vs. the competition
- Is perceived by the customer as a technical authority in assigned product lines and uses consultative application focused sales techniques
- Proposes total solutions including after sales service for total lifetime operating cost management
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
- Maintains company property & equipment (company car, etc.) in good working order
Behavioral & Communication Skills:
- Behavior reflects Dräger’s Guiding Principles.
- Maintains co-operative working relationships internally & externally
- Demonstrates the ability to tactfully handle difficult situations
- Regularly meets deadlines for time-sensitive activities
- Demonstrates good judgement in investigating & solving problems & seeks guidance as necessary in the performance of duties
- Operates in accordance with established company policies and procedures
Your Qualifications
Education:
Bachelor’s degree in engineering or science discipline from an accredited university or equivalent experience.
Related Experience:
3 years’ experience selling process control solutions / analyzers or instrumentation required.
Special Competencies or Certifications:
- Certified or Professional Engineer status
- Member of recognized professional body for control / instrumentation.
- 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 in English effectively both verbally and in writing well enough to articulate company and product information to customer
- Operate computer, office equipment
Work Environment / Conditions:
Most work will be done at industrial and municipal sites. There will be travel by vehicle or plane to customer locations, which will involve routine traffic hazards. The candidate must reside within the territory. Frequent overnight travel. Customer site visits to remote locations with potentially hazarduous conditions.
The Dräger Workplace
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.
Our field based Sales and Service workforce is located across the nation, caring for relationships with our customers in the delivery of Draeger’s exceptional portfolio of products and solutions.
EEO is the Law
Draeger is an Equal Opportunity Employer. To learn more: Know Your Rights: Workplace Discrimination is Illegal (dol.gov)
Who We Are
From hospitals to fire departments to industrial customers, people around the world rely on our products: cutting-edge technology that combines real engineering with the digital future. With over 130 years of experience, passion and the bold ideas of more than 16,000 employees, we are committed to turning technology into ›technology for life‹.
Please apply directly through our career portal.
We look forward to receiving your application.
Apply now
https://erecruitment.draeger.com/index.php?ac=application&jobad_id=16783
If you have any questions, please contact
Gwendolyn Zappala
E-Mail : gwen.zappala@draeger.com
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