Business Development Senior Manager/Advisor (Remote)

Responsible for building and maintaining Dräger’s relationship with relevant key accounts.   Responsible to grow the total Draeger Safety Solutions business year-over-year by developing safety consultancy relationships within key accounts.  Focus on contacts such as safety managers, purchasing managers, turnaround managers and other stakeholders in the identified operations.

Trusted Advisor/SME/Safety Solutions Advisor

• Create and maintain relationships to stakeholders within key accounts by becoming a trusted safety advisor to the relevant individuals working for those customers.
• Assist customers in the design of safety programs and processes while promoting Draeger’s value proposition.
• Develop and maintain strong long-term client relationships that provide significant input to planning company product, price, and service strategies.
• Position Draeger as the customers outside safety advisor and SME on all relevant safety topics
• Works with internal Draeger resources to provide the customer with access to Draeger expertise across all relevant services and product lines

Business Knowledge/Planning

• Maintains a high awareness of customer safety trends and the competition, their strengths, weaknesses, sales and marketing methods; shares this information with internal stakeholders
• Develops clear business plans and is a frequent resource to sales professionals to drive cross-functional alignment and sales
• Works closely with the relevant Sales professional.  Serve as the lead point of contact for all customer technical safety needs and acts as customer’s internal champion.
• Interfaces with Global Key Account Managers to leverage cross border communication and successes for account growth.
• Support Global Key Account initiatives to establish direct corporate purchasing and service agreements with assigned account.

Maintaining Safety Consultancy and Expertise

• Maintains all required certifications and continuing education requirements.
• Independently stays abreast of all safety trends, industry norms, and relevant changes in regulations, products and processes to be an effective advisor.
• Quickly develops knowledge of the entire Draeger safety portfolio (and the relevant supporting resources) so that the expertise expands the knowledge of and the potential applications of Draeger products and services.
• Is a resource to the Safety sales team as needed to provide information for them to effectively support value-added selling by having a greater knowledge of safety issues, requirements, trends and capabilities.

Safety Ambassador/Advisor

• Act as a safety ambassador/advisor to key accounts through a number of methods, some directly interacting with Key Accounts and others by becoming known as advisors in the broader safety/business community.
• Arranging, and conducting face-to-face meetings with subject matter experts to discuss safety applications and technical solutions and continue to build relationship as a Trusted Advisor
• Actively participate in supported technical committees and other organizations that contribute to the development of Safety for the industry. (i.e. American Society of Safety Professionals (ASSP), National Safety Council (NSC), American Conference of Governmental Industrial Hygienist (ACGIH)

Where appropriate, will assume leadership roles in relevant local, regional or national organizations on behalf of Draeger

Implement/Value Proposition

Work closely with marketing to establish a clearly differentiated value proposition for our Safety Consultancy/SaaS solutions.  Utilize our approach with key accounts/safety consultancy to  embed that value proposition to support long-term sustainable sales growth.

Teamwork/Internal Training Responsibilities

·       Works with assigned sales professionals to support updating CRM and account information in order to allow informed decisions about pricing, positioning, pro-active sales and reaction to competitor activities.

·       Provides formal and informal safety consultancy training to the sales team to increase their effectiveness in selling solutions, services and products to all customers.

Selling

Working closely with relevant sales professionals, actively contact and pursue customer key buying influences using our established sales processes such as Miller Heiman conceptual and solution selling. The primary role is developing the safety consultancy model but there is a component of effective selling that will be required.  Seek out and identify target client business opportunities and develop, support and track to order closure.

Performs other duties as needed and assigned.

*Willing to travel up to 20%.

Education:

Bachelor’s degree in Safety/Industrial Hygiene or a degree in a closely related technical discipline (e.g. industrial engineering) with comprehensive certified training and extensive experience that can be considered the equivalent.

Related Experience:

5+ years of safety or related experience.

Special Competencies or Certifications:

• Required: CSP (Certified Safety Professional) or CIH (Certified Industrial Hygienist).  Years of experience will not substitute for formal certification.
• Active (and participative) membership in relevant local and/or national safety organizations.
• Demonstrate strong math aptitude, and ability to process data and make decisions quickly based on the data in the face of ambiguity
• Excellent oral and written communications skillset and comfortable making group presentations. Must be able to write technical documentation

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.

EEO is the Law

Draeger is an Equal Opportunity Employer. To learn more: Know Your Rights: Workplace Discrimination is Illegal (dol.gov)

From hospitals to fire departments to industrial customers, people around the world rely on our products: cutting-edge technology that combines real engineering with the digital future. With over 130 years of experience, passion and the bold ideas of more than 16,000 employees, we are committed to turning technology into ›technology for life‹.