Director of Business Development (Workplace Infrastructure)

Business Unit: Draeger, Inc., Job-ID: 1129 Location: Telford, Andover, Houston Function: Sales Work Location: Remote Employment Type: Permanent The Job Responsibilities The Director of Business Development will lead the business development efforts of the Hospital Solutions sales team for all Workplace Infrastructure solutions within the US Market. He/She will serve as a product/solution expert by communicating and educating the sales team (both those specific to WPI solutions and the broader sales team) on the business and differentiation of the Draeger solution(s). This is a remote/US based position with preference given to candidates residing near one of our three US locations (Houston, TX, Telford, PA or Andover, MA). Responsibilities Drive the business in the US market for assigned Service Solutions by collaborating with Field Sales Management and the Field Sales Team to ensure that US revenue goals are met or exceeded. Serve as the US “Sales Expert” driving sales opportunities that may be unique or otherwise “out of the norm” and need support beyond the regional sales resource/team. Serve as the de facto “go to” resource for the Regional Vice Presidents of Sales for assigned solutions. Lead, coach, and manage a team of 6–8 direct reports to achieve and exceed revenue targets. Consult with the Regional Vice Presidents of Sales and Sr. Vice President of Sales on the overall sales strategy and develop and execute plans to ensure US WPI targets are met or exceeded. Assist in the development, delivery, and execution of sales programs in support of broader sales initiatives (i.e., cross modality sales, “Clinical workplace” client specific sales efforts, and multiple product/service combinations). Prepare monthly, quarterly and annual revenue forecasts that are reliable and remain in alignment with the business plan trajectory of the assigned WPI solutions. Collaborate with Regional Marketing to develop innovative communication and implementation strategies for the Sales, Service and Support organizations to execute key elements of the corporate business strategy. Assist Regional Marketing in the development and delivery of sales team education related to products, services, sales programs, etc. that defines the uniqueness and advantages associated with the Drager brand and partner relationships. Provide detailed market requirements to assist in development of current and future marketing campaigns that meet or exceed predetermined goals that drive overall product sales. Contribute to development of overall fiscal operating budget to capture all projected revenues and expenses. Manage respective cost center budget and ensure compliance with all financial policies and controls to maximize return on expenses and prevent cost overruns. Represent Draeger at industry association events and conferences to expand personal networks, gain competitive intelligence/knowledge on industry trends and evolving market requirements that contribute to future strategic plans. Work with Marketing to properly position standalone solutions and Draeger “workspace” solutions for the OR, NICU and ICU. Develop sales and market strategies, manage key solution partnerships. Ensure all business processes continue to evolve and remain aligned with the changing needs for the Sales organization. Develop and manage key business partnerships (in conjunction with Marketing and Service management) to support the sale and implementation of WPI products. Your Qualifications Education Bachelor’s Degree in a related discipline or the equivalent in education, training and experience; Master’s Degree in a related discipline preferred Experience Minimum of 10 years related experience in healthcare Infrastructure Products (light and booms) sales, implementation, and marketing Minimum of 5 years experience working with field sales driven by a matrix management organization in a leadership role Experience in a strategic and complex selling environment with demonstrated experience in market growth and profitability Sales team management experience preferred Special Competencies or Certifications Strong business acumen, leadership and interpersonal skills Confident in speaking to senior executives in the healthcare industry Ability to understand customer needs and translate into a business solution – consultative sale Strong problem solving and analytical skills Must have excellent communication and presentation skills Demonstrated competency in Miller Heiman sales processes and ability to coach sales team on those processes Professional presence, demeanor, credibility, influence and ability to represent Draeger within the healthcare industry Strong computer skills (Excel/PowerPoint/Database) Ability to travel via automobile, plane or train for meetings and customer visits, 30-70% of the time, includes frequent overnight trips Compensation This role offers a $140,000 base salary with $225,000 OTE at 100% of quota, plus uncapped commissions for top performers. #LI-Remote Dräger Benefits At Draeger, Technology for Life means supporting our people in every aspect of their lives. We offer a competitive benefits package that may include: 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. Talk to your Draeger recruiter to learn more! 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.