Sales Executive

Drägerwerk AG & Co. KGaA; Worcester (MA); On-site; USD 90,000 - 150,000; Full time

Job summary

Draeger, Inc. is seeking a Perioperative Sales Executive to drive the anesthesia care portfolio throughout the New England region.

You will own the full capital-sales process for anesthesia workstations in major health systems, engaging with OR, anesthesia, and perioperative leadership. The role requires deep clinical workflow understanding, strategic territory planning, and a track record in complex hospital sales.

Qualifications

• BS/BA degree in business or related field; MBA is a plus.
• Five years of sales experience in a related field; clinical sales with OR/anesthesia is a plus.
• Ability to understand clinical workflows and translate them into business solutions.
• Willingness to travel up to 60% and reside in MA/NH/CT/VT territory.

Responsibilities

• Achieve order and revenue quota for Perioperative care portfolio in the territory.
• Drive capital sales cycle from prospecting to contract closure.
• Develop territory business plans and forecast funnels.
• Build relationships with chiefs of anesthesiology, directors of surgery, perioperative leadership, and C-suite stakeholders.
• Collaborate with Marketing, Service, Customer Care, and Clinical Education for a superior customer experience.

Skills

Sales experience

Clinical workflow knowledge

Territory planning

Team selling

Strategic selling

Education

BS/BA in business

MBA preferred

Job description

• Business Unit: Draeger, Inc., Job-ID: 1302
• Location: Worcester, Hartford, Nashua
• Work Location: Remote
• Employment Type: Permanent

The Job Responsibilities

The Perioperative Sales Executive is responsible for driving Draeger's Anesthesia Care portfolio throughout major health systems across the New England Region (Central/Western MA, NH, CT, VT). This role owns the full capital-sales process for key anesthesia solutions used across the Operating Room, Anesthesia, and Perioperative services.

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

Key Responsibilities

Sales Strategy & Territory Management

• Achieve assigned order and revenue quota for the Perioperative (Anesthesia) Care portfolio across the covered territory.
• Drive the capital sales cycle including prospecting, account qualification, workflow analysis, demonstrations, value-based selling, proposal development, and contract closure.
• Develop and maintain strong relationships with Chiefs of Anesthesiology, Directors of Surgery, Perioperative leadership, Anesthesia technicians, Supply Chain, Biomedical engineering, and C-suite stakeholder
• Create territory business plans, account-level penetration strategies, and quarterly funnel forecasts in alignment with Area Sales Director guidance.

Product & Clinical Expertise

• Develop deep expertise across Drager's anesthesia and monitoring portfolio, including ventilation, gas delivery, patient safety features, and interoperability.
• Understand perioperative workflows spanning pre-op, intraoperative, PACU, and procedural areas.
• Articulate differentiation versus competitive anesthesia and monitoring solutions.
• Translate clinical capabilities into operational and financial value propositions.
• Conduct high-impact clinical demonstrations and presentations.
• Partner with Draeger clinical specialists and service teams during evaluations, trials, and post-install issue resolution.
• Support major IDN and system-wide initiatives, standardization projects, and new-facility builds.
• Provide post-sale follow-up, account support to ensure long-term customer satisfaction.

Cross-Functional Collaboration

• Collaborate closely with Marketing, Service, Customer Care, and Clinical Education to deliver a coordinated and superior customer experience.
• Maintain territory CRM data including prospecting, pipeline tracking, forecasting, and key account plans.
• Share market feedback, competitive intelligence, clinical trends, and customer insights to inform strategic programs.

Your Qualifications

Education & Related Experience:

• BS/BA degree in business or a related field; clinical background or MBA is a plus.
• Five years of sales experience in a related field; Clinical sales or applications experience with OR, Anesthesia, Surgical equipment, lights/booms, Pre-op/PACU products a plus.
• Experience in a strategic and complex selling environment preferred.
• Ability to understand clinical workflows and translate them into business solutions.
• Capability to work within a matrix sales organization and drive accountability to meet assigned targets.
• Expected Travel: up to 60%
• Must reside within the covered territory (MA, NH, CT or VT)

Preferred Backgrounds:

• Operating Room, Anesthesia, or Perioperative clinical exposure (commercial or clinical).
• Capital equipment sales experience in anesthesia, patient monitoring, critical care, or surgical environments.
• Experience selling into complex hospital systems and IDNs.
• Utilized a 'Team Selling' approach to ensure all products in a company's portfolio were represented and marketed to advance company's market penetration.

Compensation:

This role offers a $90,000 base salary with $150,000 OTE at 100% of quota, plus uncapped commissions for top performers.

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.