Director Area Sales - Midwest Region

About the position

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". The position is remote, ideally located in one of the following cities: St. Louis, Omaha, Des Moines, Kansas City, or Minneapolis. The role is 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. The goal is to produce results that consistently meet or exceed sales goals, including growing the business by identifying expansion opportunities within existing customers and converting potential new relationships. Additionally, the role ensures that individual assignments maximize all selling resources and executes all aspects of talent management.

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 pursue 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.
• Manage and coach Sales Executives in all aspects of the selling process to meet annual objectives 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.
• Perform other duties as needed and assigned.

Requirements

• BS/BA degree in clinical sciences with 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, including 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.

Nice-to-haves

• Proficient in Miller Heiman sales strategies.
• Strong people management skills.
• Financial competence.
• Foster an inclusive workplace where diversity is valued and leveraged.
• Strong problem solving and analytical skills.
• Excellent presentation skills.