Director of Business Development (Workplace Infrastructure)

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.
• 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.

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.

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