Business Development Manager, Fire & Gas Detection Systems

At Dräger, it is our passion and dedication to protect, support and save lives. Our dedication to life naturally extends to the quality of our employees’ lives. They are the essence of our company, and without them, we would not be what we are today – a world leader in medical and safety technology.  We are searching for people who want to join us in building “Technology for Life”.

The Business Development Manager is responsible for the growth of the Fire & Gas Detection Systems (FGDS) business through the identification, evaluation, and development of opportunities for both new and existing customers and projects. The successful incumbent should reside in or around Calgary, Toronto or Montreal.

Main Accountabilities:

• Strategic Planning: Identify existing large and/or strategic end-users who are well suited for the Draeger portfolio of Fire and Gas Detection Systems, defining and pursuing the most promising entry points to develop a strategic sales plan to win business; Actively seek out and monitor new projects in Canada, that offer opportunity for FGDS System Sales. Define and pursue the most promising entry points to develop a strategic sales plan to win sales of fire and gas systems business; Actively monitor the IIR database for new opportunities to pursue sales of FGDS products and systems.
• Develop Key Relationships: Identify, assess, target and actively develop relationships with influential subject matter experts (SME) within key accounts, engineering firms, industry and regulatory groups, certification bodies. and any other identified business influencers and organizations to promote the interests and capabilities of FGDS; Build strong relationships with Manufacturer Rep partners at multiple levels within the organization, including sales, service, engineering, and management.
• Product Expertise and Market Knowledge: Maintain a high awareness of market trends, the competition, their strengths, weaknesses, sales and marketing methods & share this information with internal stakeholders and Manufacturer Reps; Maintain expert knowledge of international and regional certifications, technical approvals, and commercial standards such as CSA, NFPA, UL, etc.; Maintain expert knowledge of Draeger’s FGDS portfolio and system center capabilities.
• Presenting and Marketing: Seek out opportunities to present, exhibit and educate customers, industry associations, manufacturing reps and other identified groups on the FGDS Systems portfolio; Use all means possible, including tradeshow and conference speaker engagements, webinars, lunch and learns, networking events.
• Selling: In partnership with the Global KAMs and USA BDMs, develop strategic direct sales plans to ensure successful rollout and implementation of global and regional contracts and agreements with direct customers in Canada; In partnership with the Manufacturing Reps, develop strategic plans to pursue opportunities identified in the IIR database; Effectively use CRM to track Fire and Gas System opportunities in Canada. This includes Canadian destined projects that are engineered and designed internationally.
• Working with Others: Primary interface with US FGDS System Centre to ensure that Canadian requirements are clarified, and projects executed; Collaborate and liaise with RSMs, Product Specialists and Sales Channel Partners, to ensure cross selling, share of wallet, and lead generation for all product portfolios when applicable.
• Sales Administration: Effectively utilize all tools provided such as CRM, IIR Database, LinkedIn Navigator, e-mail, presentation, and spreadsheet software, etc., and maintain accurate, up-to-date records; Ensure expenses are controlled and justified within budgetary guidelines; Maintain company property & equipment (company car, etc.) in good working order; Meet monthly with manager to review opportunities and leads.

Education:

• Bachelor’s degree in technical subject from an accredited university or the equivalent in education, training, and experience. 

Related Experience:

• Five years’ experience selling highly technical products to industrial customers with substantial exposure to oil, gas and chemical segments.

Special Competencies/Certifications:

• Highly skilled in value selling skills and strategic account management.
• Highly skilled in the preparation and delivery of sales and marketing presentation both in-person and virtually
• Bilingual in French and English preferred
• Demonstrated ability to tactfully handle difficult situations.
• Results driven to meet deadlines for time-sensitive activities.
• Demonstrated good judgement in investigating & solving problems
• Proficient in Microsoft Office, Excel and Adobe
• Valid Driver’s license and acceptable driving record
• Valid international travel documents

Working Conditions:

• This is deemed to be a Safety Sensitive position, where performance limitations (due to substance use, for example) could result in an incident or situation with the potential for high consequences. Therefore, you may be subject to post-employment drug or alcohol screenings, for example, prior to performing work at customer sites.
• Location: The position may be based in the office or the field – must have the ability to travel by car, air or other modes of transportation to domestic and international locations. Frequent travel is required.
• Attentiveness & Memory: The ability to focus on details, recall/retain information
• Sociability: The ability to work together with others and in a team atmosphere while displaying civility, cordiality, friendliness, empathy, etc.
• Communication: The ability to comprehend and express oral and written communication
• Quantitative Thinking: The ability to think critically and/or mathematically, in context of disciplinary situations to provide a solution or solve a problem
• Reasoning/Decision-Making: The ability to combine pieces of information and/or general rules to produce answers or decisions
• Work with Stress: The ability to work in a fast-paced environment with varying amounts of individual responsibilities, conflict resolution, redirected priorities, etc.
• Sitting/Visual Acuity: Time is also spent in meetings and sitting, long periods in front of computer terminal in a smoke-free environment
• Lifting: Must be able to lift demonstration equipment (and/or sales product) which can weigh in excess of 25 pounds. Also, may need to lift display and/or presentation materials.

In North America, Draeger employs over 1,600 employees working in our major sites in the United States and Canada (in the US:  Andover, MA; Telford, PA; Houston / Coppell, TX, and in Canada:  Mississauga, ON), including our Sales and Service workforce employees from coast to coast.

Our field based Sales and Service workforce, located across Canada, is focused on building and strengthening long term relationships with our customers in the delivery of Draeger’s exceptional portfolio of Medical and Safety products and solutions. 

Draeger is an equal opportunity employer and is committed to a diverse workforce. All candidates are encouraged to apply regardless of race, ancestry, colour, ethnic origin or place of origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, record of offences (for which a pardon has been granted), disability, marital or family status, or any other prohibited ground under applicable provincial human rights legislation.

Dräger is a leading international company in the fields of medical and safety technology. Whether in clinical applications, in industry, mining or emergency services: Dräger products protect, support and save lives. That's what our more than 16,000 employees have been striving for - every day for almost 130 years.