<p>The Job Responsibilities</p> <p>Strategic Territory/Scope Management</p> <ul> <li>Identifies potential target end-users & prioritizes accounts and opportunities to produce the best results using both direct and indirect sales channels and strategies. </li><li>As applicable, builds a strong distributor network that is aligned with the company's distributor & vertical market strategy designed to maximize Draeger sales & profits. </li><li>Maintains a high awareness of market trends and the competition, their strengths, weaknesses, sales and marketing methods & shares this information with internal stakeholders. </li><li>Develops an annual sales plan and applies time & territory management techniques to maximize productivity & plans sales activities 30-60 days in advance. </li><li>Adhere to all company import compliance and export compliance Work Instructions, Policies and Procedures. </li></ul> <p>Relationship Management (includes distributors where applicable)</p> <ul> <li>Builds strong relationships with distributor partners at multiple levels within the account - sales people, sales managers, and key decision makers. </li><li>Builds strong relationships with decision makers and key influencers within the business, which may include businesses, private organizations and/or Government Agencies. </li><li>Effectively manages expectations of the customer to match capabilities of the company </li><li>Follows-up on promises and commitments made on behalf of the company. </li></ul> <p>Value Selling</p> <ul> <li>Conducts research as part of the pre-call planning process to identify key decision makers & influencers, and to anticipate customer needs. </li><li>Probes to understand and uncover customer needs based on the customers application and promotes value, not price. </li><li>Has expert knowledge and differentiates Draeger by effectively presenting our products and services as a solution to customer needs and business issues. </li><li>Remains current with Company, State, Provincial and Federal related safety regulations and policies with respect to the Draeger product being sold. </li></ul> <p>Sales Administration</p> <ul> <li>Effectively utilizes all tools provided such as CRM, e-mail, word processing, presentation and spreadsheet software, etc. and maintains accurate, up-to-date records </li><li>Ensures expenses are controlled and justified within budgetary guidelines. </li><li>Manages and maintains consignment and demo equipment to ensure accurate record keeping and cost-effective utilization. </li><li>Maintains company property & equipment (company car, etc.) in good working order </li></ul> <p>Project Management/Complex Sale Coordination and Guidance</p> <ul> <li>Responsible for the design, project planning and offering elaboration for complex product and application solutions to the customer. </li><li>Bid/tender/RFP oversight/price negotiations for complex product and application solutions. Must frequently and effectively utilize internal resources available (e.g. channel partner management team). </li><li>Project sales to the customers </li><li>Coordinates with internal resources and the customer for initial operation approval of the solution (e.g. setup/installation/operational approval/solution implementation). </li><li>Part of team that supports release of full documentation and handover of all technical related data to the customer. </li><li>Execution of a service agreements with the customer in close collaboration with the Draeger Service department/external service providers. </li></ul> <p>Distributor Management</p> <ul> <li>Where applicable and relevant distributor networks exist: </li><li>Visits key distributors regularly to establish sales, market and product objectives as part of the annual planning process. </li><li>Holds quarterly reviews with key distributors to review performance against objectives and to modify plans as needed. </li><li>Trains and motivates distributor personnel in the use and sale of Draeger products and services as appropriate with the distributors profile </li></ul> <p>Technical Solutions/Knowledge</p> <p>As applicable, improve knowledge, offering relevant solutions in cooperation with internal and external customers. As relevant or permitted, the provided solutions may include Draeger and non-Draeger products and services. The technical expertise of the RSM will determine the resources they are able to provide with regard to technical solutions for customer needs.</p> <ul> <li>Performs other duties as needed and assigned. </li></ul> <p>Your Qualifications</p> <p>Education:</p> <p>Bachelor's degree in business or technical related discipline from an accredited university.</p> <p>Related Experience:</p> <p>5+ years selling within the Industrial Market (Oil, Gas, Food, Manufacturing, etc.) required.</p> <p>Special Competencies or Certifications:</p> <ul> <li>Proficient with Microsoft Office Suite (e.g., Outlook, Word, Excel, PowerPoint) and CRM systems. </li><li>Must be able to perform routine arithmetic calculations and have a complete understanding of pricing structures and gross margin. </li><li>Must be able to communicate effectively, including in writing, to articulate company and product information to customer. </li><li>Operate computer, office equipment </li><li>Must be able to understand the technical aspects of our products and their applications. </li><li>Must be willing to travel up to 50% </li><li>Must reside within covered territory </li></ul> <p>The compensation includes a base salary of $80,000 plus uncapped commission based on sales performance. On Target Earnings (OTE) are $120,000 annually at 100% of quota, with the potential to exceed this based on individual results.</p>