The Job Responsibilities

Dräger’s Patient Monitoring Sales Executives are trusted clinical & capital equipment advisors partnering with hospitals to modernize & standardize high-acuity patient monitoring across the care continuum – including Pre-Op, PACU, ICU, ED, & enterprise environments.  Success in this role requires disciplined territory planning, IDN-level strategy & a strong understanding of clinical workflows, data integration, & alarm management. 

You’ll own the full sales lifecycle for your territory - from opportunity identification & solution design through value-based presentations, capital & operating budget navigation, stakeholder alignment & post-install success.  Draeger’s Patient Monitoring solutions are premium, clinically differentiated & won through consultative selling – not price alone. 

Location: Remote – Must reside within territory (Louisiana, Mississippi, Florida Panhandle, Arkansas, Alabama, Tennessee & Kentucky)

Key Responsibilities:

• Own the Patient Monitoring Business: Full responsibility for capital & strategic patient monitoring sales within a defined territory, including bedside, transport, & centralized monitoring solutions. 
• Strategic Territory Development: Identify & prioritize high-potential opportunities using data, install base intelligence & IDN alignment strategies.
• Stakeholder Engagement: Build consensus across complex clinical & administrative buying groups, including nursing leadership, physicians, biomedical engineering, IT, supply chain, finance & executive leadership. 
• Solution & Value-Based Selling: Position Dräger’s premium monitoring portfolio against price-driven competitors through clinical outcomes, workflow efficiency, interoperability, alarm management, cybersecurity & total cost of ownership. 
• Enterprise & Capital Project Management:  Lead complex sales cycles involving standardization efforts, RFP’s, capital & operating budgets, IT/security reviews, pilot evaluations, implementation planning & cross-functional coordination. 
• Quota Accountability: Consistently achieve or exceed annual sales objectives across assigned patient monitoring categories & strategic initiatives.
• Internal Collaboration:  Partner closely with the broader sales team & cross-functional partners – including Clinical Applications, , IT Integration, Service, Marketing, Corporate Accounts, & Leadership – through a team-selling approach to deliver a seamless & differentiated customer experience. 
• CRM & Funnel Management: Maintain accurate & timely pipeline data in Salesforce; forecast monthly with rigor & transparency.

Your Qualifications

Proven Capital or Clinical Sales Professional
3+ years of experience in hospital capital or clinical sales, or equivalent clinical experience (e.g., ICU RN, RT, Biomedical Professional) with demonstrated success influencing capital or enterprise purchasing decisions.

Acute Care Clinical Expertise
Strong understanding of patient monitoring in high-acuity environments such as ICU, ED, Pre-Op & PACU, including workflow, alarm fatigue & patient safety considerations.

Strategic Operator
Comfortable working within matrixed organizations & IDN structures; thinks in multi-quarter & multi-year strategies rather than transactional wins.

Persuasive Communicator
Confident leading clinical presentations, executive-level discussions, & complex negotiations involving multiple stakeholders & competing priorities.

Technically Curious & Systems-Oriented
Interested in connectivity, data integration, interoperability, cybersecurity, & how monitoring systems support enterprise clinical & IT strategies.

Resilient & Self-Directed
Thrives in ambiguity, manages long sales cycles, & drives outcomes with minimal oversight.

Education & Qualifications

• BS/BA degree in business or a related field or equivalent combination of education and experience: MBA a plus

• Background in capital or enterprise medical equipment sales (monitoring, ventilators, infusion, imaging OR infrastructure, etc.)
• Experience with IDNs, standardization initiatives, RFPs, & hospital capital & operating budget cycles
• Familiarity with EMR integration, IT security reviews, & enterprise clinical systems
• Proficiency with CRM platforms (Microsoft CRM 365 preferred), MS Outlook & quoting tools
 

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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