Sales Executive - Workplace Infrastructure

Job description

Sales Executive - Workplace Infrastructure Business Unit: Draeger, Inc., Job-ID: 1311 Location: Washington, D.C., Baltimore, Columbia, Raleigh Function: Sales Work Location: Remote Employment Type: Permanent The Job Responsibilities We’re hiring! If you want your contributions to make a real difference, explore this career opportunity with Dräger, where we are guided by our principle, “Technology for Life.” The Sales Executive – Workplace Infrastructure (WPI) is responsible for driving sales growth and achieving sales targets for Dräger’s Workplace Infrastructure portfolio within an assigned territory. The primary focus of this role is identifying, developing, and winning new hospital construction, renovation, expansion, and infrastructure upgrade projects by engaging customers and key project influencers throughout the planning, design, construction, and procurement process. This is a remote position covering the Southeast Region (NC, SC, VA, MD) with travel of up to 75%. Main Responsibilities Achieve sales targets and drive territory growth for the Workplace Infrastructure portfolio, including booms, surgical lights, integration solutions, headwalls, renovation/turnkey services, and related service opportunities across commercial and government healthcare accounts. Identify and develop new construction, renovation, expansion, and hospital upgrade opportunities through direct hospital prospecting, construction project intelligence, existing Dräger relationships, and engagement with architects, equipment planners, contractors, and other project stakeholders. Engage projects early and influence specifications and design decisions by building relationships with hospital administration, facilities, clinical leadership, architects, engineers, equipment planners, and other decision-makers and influencers. Lead the complete project sales cycle from opportunity identification through award, including qualification, needs assessment, workflow and design discussions, product positioning, demonstrations, solution development, quoting, negotiation, forecasting, procurement, and closing. Serve as a consultative resource to customers and design partners, translating clinical, workflow, infrastructure, infection prevention, and technical requirements into solutions for operating rooms, ICUs, NICUs, and other critical-care environments while helping customers plan for both current and future needs. Develop and maintain a strong, sustainable project pipeline by understanding construction timelines, capital planning and funding cycles, procurement processes, competitive activity, and customer decision-making structures. Maintain accurate opportunity information and forecasts within the company CRM. Coordinate internal and external resources required to win and execute projects, including Dräger sales, marketing, project management, service, customer service, and technical teams. Partner with other Dräger sales modalities to identify broader opportunities and position a comprehensive Dräger solution. Build long-term relationships with hospitals, health systems, architects, equipment planners, and other industry partners that create recurring project opportunities and position Dräger as a preferred partner for future construction, renovation, and infrastructure investments. Your Qualifications Education Bachelor’s degree in business or a related field, or an equivalent combination of education and relevant professional experience. Experience & Competencies 3–7 years of successful experience in healthcare capital equipment, healthcare construction, architectural/equipment planning, infrastructure, or complex project-based sales. Experience within operating room, ICU, NICU, or other critical-care environments is preferred. Demonstrated ability to prospect, develop new business, and manage complex sales opportunities with long sales cycles and multiple stakeholders. Experience working with or selling to hospital executives, clinical leadership, facilities, architects, engineers, contractors, equipment planners, and procurement teams. Strong consultative selling and business acumen with the ability to understand customer requirements and translate them into compelling clinical, operational, technical, and financial solutions. Strong communication, presentation, negotiation, relationship-building, and organizational skills with the executive presence necessary to engage stakeholders ranging from clinical users to C-suite leadership. Ability to manage multiple complex projects simultaneously while maintaining disciplined CRM documentation, pipeline management, forecasting, pricing, travel, and expense management. Ability to work effectively within a matrix organization and coordinate internal resources to drive projects to completion. Comfortable working within active hospital and clinical environments, including observing procedures when appropriate to understand workflow and customer requirements. Compensation: The compensation includes a base salary of $90,000 plus uncapped commission based on sales performance. On Target Earnings (OTE) are $150,000 annually at 100% of quota, with the potential to exceed this based on individual results. Dräger Benefits At Draeger, Technology for Life means supporting our people in every aspect of their lives. We offer a competitive benefits package that may include: Medical, dental, and vision insurance Life, short- and long-term disability coverage 401(k) with company match Over 4 weeks of paid time off, plus holidays and parental leave Flexible spending accounts and employee assistance program Select locations also offer free parking, an on-site gym, cafeteria, and game room. Talk to your Draeger recruiter to learn more! Who we are 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 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. Draeger is an Equal Opportunity Employer. Interested? Please, apply directly through our career portal. We look forward to receiving your application.