Director Area Sales - West Region

What Will You Do

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”.

Position is remote. Ideally in one of the following: St. Louis, Omaha, Des Moines, Kansas City or Minneapolis.

Responsible for executing on the defined hospital solutions strategy through the direct management of a team of Sales Executives responsible for a complete portfolio of products. Produce results that consistently meet or exceed sales goals to include growing the business through identifying expansion opportunities within existing customers and converting potential new relationships. Ensure individual assignments maximize all selling resources. Execute all aspects of talent management.

Main Responsibilities

• Translate and reinforce the sales strategy to all sales resources to effectively manage and execute on plans/programs and achieve goals. Drive collaboration and teamwork to achieve long and short term goals by monitoring leading indicators and performance measures and in-field execution of all sales & marketing programs. Manage sales processes and staff to ensure the most effective deployment of all resources.
• Identify profitable growth opportunities by leveraging sales planning methods/techniques and market analysis to capitalize on the changing market place. Apply knowledge of changing customer requirements to develop and deploy new strategies that ensure all key area performance metrics are met or exceeded. Establish and maintain C-Suite relationships to expand existing business and convert new accounts. Develop methods and tactics to purse qualified solutions and opportunities.
• Collaborate with key internal teams to create a joint-action plan for executing against strategy. Work with other functions (e.g., marketing, service, contracting, etc.) to establish clear rules of engagement/innovation and remove hurdles for teams to execute against strategy.
• Manage all talent-related processes including workforce planning, change management, role accountabilities, talent acquisition, performance assessment/management and talent development consistent with company policies and procedures in a manner that motivates and builds trust and team collaboration to drive business results and better customer outcomes.
• Manage and coach Sales Executives in all aspects of the selling process (based on Miller Heiman principles) to meet annual objectives (e.g. new business acquisition goals, retention/expansion of existing customers) and ensure outstanding customer service.
• Provide common measurement methods and standards to be shared with all internal stakeholders to track progress against key performance objectives; establish and maintain effective systems to enhance planning and follow-up activities.
• Perform continuous process-improvement activities to identify and implement changes that will improve sales performance efficiency and effectiveness.
• Develop area fiscal budget ensuring consistency with all financial policies and controls; manage and monitor all financial aspects to maximize return on expenses and prevent cost overruns.
• Performs other duties as needed and assigned.
  
  

Required Experience

• BS/BA degree in clinical sciences w/related coursework in business or a related field or equivalent combination of education and experience; MBA a plus.
• Five (5) to seven (7) years of Capital Sales experience to include several years with a variety of related modalities to be managed strongly preferred; comparable combination of clinical and sales experience acceptable
• Three years of experience in a leadership role within a direct sales team
• Previous experience working in the medical device industry
• Experience selling multiple modalities, marketing or product management a plus
• Experience in a strategic and complex selling environment
• Must have a documented history of career progression; clinical, budget and departmental review responsibilities a plus
• Special Competencies or Certifications:
• Ability to build trust through open/respectful communication
• Proficient in Miller Heiman sales strategies
• Strong people management skills
• Financial competence
• Foster inclusive workplace where diversity is valued and leveraged
• Strong problem solving and analytical skills
• Excellent presentation skills