What are the responsibilities and job description for the Sales Executive - Patient Monitoring position at Draeger, Inc.?
- Business Unit:Draeger, Inc., Job-ID:1363
- Location: Indianapolis, Columbus, Detroit, Pittsburgh
- Function:Sales
- Work Location:Remote
- Employment Type:Permanent
Drager'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 - Indiana, Ohio, West Virginia, Michigan, Western Pennsylvania and Upstate New York
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 Drager'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.
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 ExpertiseStrong understanding of patient monitoring in high-acuity environments such as ICU, ED, Pre-Op & PACU, including workflow, alarm fatigue & patient safety considerations.
Strategic OperatorComfortable working within matrixed organizations & IDN structures; thinks in multi-quarter & multi-year strategies rather than transactional wins.
Persuasive CommunicatorConfident leading clinical presentations, executive-level discussions, & complex negotiations involving multiple stakeholders & competing priorities.
Technically Curious & Systems-OrientedInterested in connectivity, data integration, interoperability, cybersecurity, & how monitoring systems support enterprise clinical & IT strategies.
Resilient & Self-DirectedThrives 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
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.
#LI-Remote
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.
Drager Benefits- 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
Please, apply directly through our career portal.
We look forward to receiving your application.
Draeger is an equal opportunity employer, and does not discriminate against otherwise qualified applicants on the basis of race, color, creed, religion, sexual orientation, gender identity, ancestry, national origin, age, disability, veteran status, marital status, or any other characteristic protected by law.
Salary : $90,000 - $150,000