Sales Executive - Respiratory

Location: Remote (MN, IA, ND, SD territory)

Employment Type: Permanent

Responsibilities

• Own all sales activities and assigned order quota for Draeger Ventilation products and solutions within the defined territory (MN, IA, ND, SD).
• Develop and execute territory strategy, identifying key clinical and economic stakeholders to deliver tailored value propositions for high-acuity critical care environments.
• Serve as the primary relationship owner and interface between Draeger and designated customers.
• Develop in-depth understanding of:
  • Product functions and their impact on patient care and workflow efficiency.
  • Related systems and services.
  • Competitors' product offerings.
  • Customer needs and product value.
• Own the Respiratory Care Business, managing the full capital sales cycle for Draeger ventilators (V800, VN800, Savina) in the territory.
• Strategically develop the territory by identifying and prioritizing high-potential opportunities using data, install base intelligence, and IDN alignment strategies.
• Engage and build consensus across complex buying groups, including respiratory therapists, directors, clinical engineering, procurement, and the C-suite.
• Position Draeger’s premium products against competitors through clinical differentiation, workflow optimization, and total cost of ownership.
• Manage capital projects, navigating long sales cycles, RFPs, budget timing, installation logistics, and cross-functional alignment.
• Maintain accurate and timely pipeline data in CRM; forecast monthly with rigor and transparency.
• Consistently achieve or exceed annual sales targets across assigned categories.
• Create territory business plans, account-level penetration strategies, and quarterly funnel forecasts aligned with Area Sales Director guidance.
• Demonstrate product and clinical expertise:
  • Engage confidently with pulmonologists, intensivists, and respiratory therapists.
  • Leverage direct ICU experience managing mechanically ventilated patients.
  • Understand neonatal, pediatric, and adult ventilation considerations.
  • Apply knowledge of ARDS management and lung-protective ventilation protocols.
  • Translate clinical needs into value-based sales conversations.
  • Differentiate Draeger solutions in critical care settings.
  • Understand hospital workflow, alarm management, and patient safety initiatives.
• Conduct high-impact clinical demonstrations and presentations with ICU, NICU, and ED teams.
• Partner with Draeger clinical specialists, sales engineering, and service teams during evaluations, trials, and post-install issue resolution.
• Support major ION and system-wide initiatives, standardization projects, and new-facility builds.
• Provide post-sale follow-up, account support, and nurturing to ensure long-term customer satisfaction.
• Collaborate cross-functionally with Marketing, Service, Customer Care, Corporate Accounts, and Clinical Education to deliver a coordinated customer experience.
• Maintain territory CRM data, including prospecting, pipeline tracking, forecasting, and key account plans.
• Share market feedback on competitive intelligence, clinical trends, and customer insights to inform strategic programs.

Requirements

• Must be a Registered Respiratory Therapist (RT).
• BS/BA degree in business or a related field, or equivalent combination of education and experience; MBA a plus.
• Three years of sales experience in a related field; clinical sales or applications experience with Critical Care/ICU products preferred.
• Experience in a strategic and complex selling environment preferred.
• RT with NICU experience is a plus.
• Strong problem-solving, analytical, and relationship-building skills.
• Consultative selling skills, with the ability to understand customer needs and translate them into business solutions by detailing clinical and business benefits.
• Proficiency in MS Office (Word, Excel, PowerPoint, Outlook), DMI quote system software, and DMI CRM software.
• Excellent communication, presentation, and interpersonal skills.
• Ability to work within a matrix sales organization and drive accountability to meet assigned targets.
• Able to travel up to 80%.

Pay

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

Benefits

• Medical, dental, and vision insurance.
• Life, short-term, 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 offer free parking, an on-site gym, cafeteria, and game room.

About Us

Draeger is guided by the principle “Technology for Life,” focusing on making a real difference through innovation. With several sites across North America, including headquarters in Telford, PA, and additional locations in Andover, MA, Houston, TX, and Mississauga, Ontario, we offer both field-based and site-based career opportunities.