Regional Sales Manager - Government & Defense

Drägerwerk AG & Co. KGaA; Houston (TX); On-site; USD 85,000 - 125,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) with company match

Paid time off and holidays

Flexible spending accounts

Employee assistance program

On-site gym and facilities

Job summary

Draeger, Inc. is hiring a Regional Sales Manager – Government & Defense based remotely in the United States, primarily on the East Coast. The role focuses on driving revenue with government and defense accounts, managing a distributor network, and leading consultative sales cycles.

The position requires 5+ years in government/military sales, strong relationship-building, and travel across territory. Base salary is $85,000 with uncapped commissions and OTE of $125,000; visa sponsorship is not

Qualifications

• BA or 5–10+ years in government sales or military procurement.
• 5+ years selling to Military/Military Contractors or 5-10+ Military service experience.
• Experience managing distributors and complex, consultative sales cycles.
• Strong relationship-building, negotiation, and project management skills.
• Ability to travel throughout the assigned territory.
• Proficiency with CRM and Microsoft Office tools.

Responsibilities

• Develop and execute a strategic sales plan to achieve or exceed revenue targets.
• Identify, prioritize, and pursue new business opportunities while growing existing accounts.
• Build and manage a high-performing distributor network aligned with company objectives.
• Monitor market trends, customer needs, and competitive activity.
• Establish strong relationships with government agencies, military branches, key decision-makers, and distributor partners.
• Conduct regular business reviews, training, and sales planning with distributors.
• Manage customer expectations and ensure commitments are delivered.
• Understand customer challenges and position solutions based on value and mission needs.
• Lead complex sales opportunities, including proposals, bids, tenders, negotiations, and solution implementation.
• Coordinate technical documentation, customer handover, and service agreements with internal and external partners.
• Maintain accurate CRM records, forecasts, and expense management while ensuring compliance with company policies and regulations.

Skills

Relationship-building

Negotiation

Project management

Travel availability

Consultative selling

Education

BA in business or technical discipline

5-10+ years military/government sales experience

Tools

CRM software

Microsoft Office

Job description

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Regional Sales Manager - Government & Defense

• Business Unit:Draeger, Inc., Job-ID: 1359
• Location: Houston
• Work Location:Remote
• Employment Type:Permanent

The Job Responsibilities

We are seeking an experienced Regional Sales Manager – Government & Defense based on the East Coast to drive revenue growth, expand market share, and strengthen customer relationships within military, government, and defense accounts. This RSM must be based on the East Coast US.

Key Responsibilities

Territory & Business Development

• Develop and execute a strategic sales plan to achieve or exceed annual revenue targets.
• Identify, prioritize, and pursue new business opportunities while growing existing accounts.
• Build and manage a high-performing distributor network aligned with company objectives.
• Monitor market trends, customer needs, and competitive activity.

Customer & Distributor Relationships

• Establish strong relationships with government agencies, military branches, key decision-makers, and distributor partners.
• Conduct regular business reviews, training, and sales planning with distributors.
• Manage customer expectations and ensure commitments are delivered.

Consultative Selling

• Understand customer challenges and position solutions based on value and mission needs.
• Present products and services as solutions to operational and business requirements.
• Maintain expert knowledge of products, industry regulations, and competitive offerings.
• Lead complex sales opportunities, including proposals, bids, tenders, negotiations, and solution implementation.
• Coordinate technical documentation, customer handover, and service agreements with internal and external partners.
• Maintain accurate CRM records, forecasts, and expense management while ensuring compliance with company policies and regulations.

Your Qualifications

Education / Experience:

• BA in business or technical related discipline from an accredited university. In lieu of education, would need 5-10+ years working in a similar position or government sales or 5-10+ Military Service with exposure to the procurement process.
• 5+ years selling to Military/Military Contractors or 5-10+ Military service experience with exposure to the procurement process.
• Experience managing distributors and complex, consultative sales cycles.
• Strong relationship-building, negotiation, and project management skills.
• Ability to travel throughout the assigned territory.
• Proficiency with CRM and Microsoft Office tools.

The compensation includes a base salary of $85,000 plus uncapped commission based on sales performance. On Target Earnings (OTE) are $125,000 annually at 100% of quota, with the potential to exceed this based on individual results.

While Draeger values diverse global talent, this role requires current and ongoing work authorization in the United States. Unfortunately, Draeger is unable to provide visa sponsorship now or in the future.

Draeger is a federal government contractor. If this position requires access to federally restricted information, the individual’s eligibility for and attainment of federally required licensing is a condition of employment.

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.

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.