Business Development Manager -APR (Air Purifying Respirators)

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”. Draeger values their employees with a flexible workforce, competitive total rewards including a comprehensive benefits package, generous paid time off program and more..  If you want to be part of an exciting team with strong leadership support, come join our team! 

The Business Development Manager is responsible for building the relevant Draeger business in the assigned geographic territory or assigned business scope through new business development with identified target customers and growing the base with existing customers.

Principal Accountabilities:  

Strategic Territory/Scope Management

• Identifies potential target end-users & prioritizes accounts and opportunities to produce the best results using both direct and indirect sales channels and strategies.
• As applicable, builds a strong distributor network that is aligned with the company’s distributor & vertical market strategy designed to maximize Draeger sales & profits.
• Maintains a high awareness of market trends and the competition, their strengths, weaknesses, sales and marketing methods & shares this information with internal stakeholders.
• Develops an annual sales plan and applies time & territory management techniques to maximize productivity & plans sales activities 30-60 days in advance.
• Adhere to all company import compliance and export compliance Work Instructions, Policies and Procedures.

Relationship Management (includes distributors where applicable)

• Builds strong relationships with distributor partners at multiple levels within the account - sales people, sales managers, and key decision makers.
• Builds strong relationships with decision makers and key influencers within the business, which may include businesses, private organizations and/or Government Agencies.
• Effectively manages expectations of the customer to match capabilities of the company.
• Follows-up on promises and commitments made on behalf of the company.

Value Selling

• Conducts research as part of the pre-call planning process to identify key decision makers & influencers, and to anticipate customer needs.
• Probes to understand and uncover customer needs based on the customers application and promotes value, not price.
• Has expert knowledge and differentiates Draeger by effectively presenting our products and services as a solution to customer needs and business issues.
• Remains current with Company, State, Provincial and Federal related safety regulations and policies with respect to the Draeger product being sold.

Sales Administration

• Effectively utilizes all tools provided such as CRM, e-mail, word processing, presentation and spreadsheet software, etc. and maintains accurate, up-to-date records.
• Ensures expenses are controlled and justified within budgetary guidelines.
• Manages and maintains consignment and demo equipment to ensure accurate record keeping and cost-effective utilization.
• Maintains company property & equipment (company car, etc.) in good working order.

Project Management/Complex Sale Coordination and Guidance

• Responsible for the design, project planning and offering elaboration for complex product and application solutions to the customer.
• 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).
• Project sales to the customers
• Coordinates with internal resources and the customer for initial operation approval of the solution (e.g. setup/installation/operational approval/solution implementation).
• Part of team that supports release of full documentation and handover of all technical related data to the customer.
• Execution of a service agreements with the customer in close collaboration with the Draeger Service department/external service providers.

Distributor Management

Where applicable and relevant distributor networks exist:

• Visits key distributors regularly to establish sales, market and product objectives as part of the annual planning process.
• Holds quarterly reviews with key distributors to review performance against objectives and to modify plans as needed.
• Trains and motivates distributor personnel in the use and sale of Draeger products and services as appropriate with the distributors profile.

Technical Solutions/Knowledge

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.

*Performs other duties as needed and assigned.

Education:

Bachelor's degree from an accredited university. 

Related Experience:

• In lieu of education, 5-10+ years working in a similar sales position.
• In specific segments, industry, government or military experience may substitute if the experience is directly relevant to the product and it’s sale or procurement (e.g. Military procurement officer in a Government product segment.)
• 3-5 + years selling PPE products to similar customers or relevant experience in specific segments is required.
• Experience selling through channel partners is required.

Special Competencies or Certifications:

• Proficient with Microsoft Office Suite (e.g., Outlook, Word, Excel, PowerPoint) and CRM systems.
• Must be able to perform routine arithmetic calculations and have a complete understanding of pricing structures and gross margin.
• Must be able to communicate effectively, including in writing, to articulate company and product information to customer.
• Operate computer, office equipment
• Must be able to understand the technical aspects of our products and their applications.

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.

Our field based Sales and Service workforce is located across the nation, caring for relationships with our customers in the delivery of Draeger’s exceptional portfolio of products and solutions.

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‹.