Sales Executive - Patient Monitoring

Dräger Patient Monitoring Sales Executives serve as trusted advisors to hospitals, helping modernize and standardize patient monitoring across high-acuity environments including Pre-Op, PACU, ICU, ED, and enterprise-wide care settings.

This is a hunter-focused role designed for sales professionals who thrive on creating opportunities, building strategic relationships, and leading complex capital equipment sales through long buying cycles. Success requires resilience, strong territory planning, and the ability to navigate large health systems and diverse stakeholder groups.

What Success Looks Like

• Proactively creates new business and expands market share through strategic prospecting and account penetration.
• Builds relationships across hospitals, health systems, and Integrated Delivery Networks (IDNs).
• Manages complex capital sales involving clinical evaluations, RFPs, budgeting, executive approvals, and contract negotiations.
• Leads cross-functional teams through technical reviews, implementation planning, and adoption.
• Collaborates effectively with Clinical Applications, IT, Service, Marketing, Corporate Accounts, and leadership teams.
• Consistently achieves or exceeds sales objectives while maintaining accurate pipeline management and forecasting.

Key Responsibilities

• Own patient monitoring sales within the assigned territory, including bedside, transport, and centralized monitoring solutions.
• Develop and execute territory strategies using market intelligence and installed-base insights.
• Generate and qualify new opportunities through prospecting, relationship building, and clinical discovery.
• Navigate hospital purchasing processes, capital approval pathways, and enterprise standardization initiatives.
• Build alignment among nursing, physicians, biomedical engineering, IT, supply chain, finance, and executive leadership.
• Lead value-based sales conversations focused on clinical outcomes, workflow efficiency, interoperability, cybersecurity, and total cost of ownership.
• Manage enterprise sales cycles involving EMR connectivity, IT reviews, capital planning, contract negotiations, and implementation activities.
• Support successful installations and customer adoption while maintaining long-term account growth.

• 5+ years of success in capital medical equipment, healthcare technology, clinical systems, or other complex healthcare sales environments.
• Proven track record developing new business and managing long capital sales cycles.
• Experience selling to hospitals, health systems, or IDNs.
• Knowledge of healthcare IT, EMR integration, interoperability, and enterprise clinical systems.
• Experience managing complex projects with multiple stakeholders and implementation teams.
• Bachelor's degree or equivalent experience required; MBA preferred.
• Proficiency with CRM platforms and Microsoft Office; Dynamics 365 experience preferred.

Preferred Background

• Capital medical equipment sales experience (monitoring, ventilators, infusion, imaging, or healthcare infrastructure).
• Clinical or technical experience in acute care environments.
• Experience with hospital budget cycles, enterprise standardization, and multi-site implementations.

Compensation
The compensation includes a base salary of $90,000 plus uncapped commission based on sales performance. OnTarget Earnings (OTE) are $150,000 annually at 100% of quota, with the potential to exceed this based onindividual results.

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