Sales Executive - Perioperative Solutions (Southeast)

Drager's Anesthesia Sales Executives are trusted capital equipment advisors selling high-acuity OR infrastructure-specifically anesthesia workstations-to hospitals. Success requires surgical territory planning, IDN-level strategy, and technical knowledge of clinical workflows.

You'll own the entire sales process for your geography-from targeting and lead generation to presenting complex value-based solutions, navigating the capital budgeting cycle, influencing stakeholders from the OR to the C-suite, and ensuring post-sale success. Our products are premium-priced, clinically superior, and require consultative selling skills to win.

Location: Remote - Must reside within territory (Louisiana, Southern Mississippi, Florida Panhandle and Southern Alabama)

Key Responsibilities:

• Own the Anesthesia Business: Full responsibility for the capital sales cycle of Drager Anesthesia Workstations in a defined territory.
• Strategic Territory Development: Identify and prioritize high-potential opportunities using data, install base intelligence, and IDN alignment strategies.
• Stakeholder Engagement: Build consensus across complex buying groups including anesthesiologists, OR directors, clinical engineering, procurement, and the C-suite.
• Solution Selling: Position Drager's premium products against price-driven competitors through clinical differentiation, workflow optimization, and total cost of ownership.
• Capital Project Management: Navigate long sales cycles, RFPs, budget timing, installation logistics, and cross-functional alignment.
• Quota Accountability: Consistently achieve or exceed annual sales targets across assigned categories.
• Internal Collaboration: Work closely with Clinical Applications, Service, Marketing, Legal, and Corporate Accounts to deliver a coordinated customer experience.
• CRM & Funnel Management: Maintain accurate and timely pipeline data in Salesforce; forecast monthly with rigor and transparency.

• Proven Capital Closer (or Clinical Sales Professional): 3+ years of experience in hospital capital equipment sales - or equivalent clinical experience (e.g., Respiratory Therapist with demonstrated success influencing capital purchasing decisions and managing complex stakeholder relationships).
• OR Environment Expertise: Knowledge of the operating room ecosystem, particularly anesthesia, surgical workflow, and OR infrastructure.
• Strategic Operator: Comfort operating in matrixed environments; thinks in quarters and years, not just months.
• Persuasive Communicator: Able to lead product demonstrations, influence clinicians, and negotiate with hospital purchasing.
• Technically Curious: Not afraid to dive into product specs, system integrations, and clinical implications.
• Resilient & Self-Directed: Drives business without micro-management; handles ambiguity and complexity with poise.
• Background in capital equipment sales: lights, booms, OR tables, surgical equipment, monitoring, imaging, etc.
• Experience working with IDNs, RFP processes, and hospital capital budgeting cycles.
• High-level proficiency in CRM (Salesforce, Microsoft Dynamics), MS Office Suite, and quoting tools.
• Bachelor's degree required; clinical background or MBA is a plus.
• Ability and willingness to travel up to 75%, including overnight stays.

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.

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