Area Sales Director - Southeast

At Draeger, our guiding principle is Technology for Life® We develop innovative technologies and services trusted by hospitals & healthcare systems around the world to protect, support & save lives.

We are seeking a highly motivated Area Sales Director (ASD) to lead our Hospital Solutions sales team across Texas and Oklahoma. This leader will drive growth across a portfolio that includes: Anesthesia, Ventilation, Infant Warming, Medical Consumables & Service Solutions

The ASD is responsible for delivering regional sales performance through the leadership, coaching, & development of a multimodality sales team. This individual will execute commercial strategy, drive forecast accuracy, develop strategic customer relationships, & ensure disciplined sales execution across the Texas and Oklahoma markets. The successful candidate will spend significant time in the field coaching and developing Sales Executives, participating in customer engagements, & helping advance strategic opportunities to successful outcomes.

Key Responsibilities

Sales Leadership & Revenue Growth

• Lead a high-performing team of Sales Executives responsible for achieving and exceeding annual sales objectives.
• Drive revenue growth through new business acquisition, expansion within existing accounts, & strategic market development.
• Maintain accountability for pipeline generation, opportunity management, forecasting accuracy, & overall business performance.
• Conduct regular business reviews to evaluate performance against quota, pipeline health, activity metrics, & account strategies.
• Develop and execute regional business plans aligned with corporate objectives & growth initiatives.

Field Coaching & Talent Development

• Spend substantial time in the field coaching, mentoring, & developing Sales Executives.
• Provide hands-on leadership during customer meetings, executive presentations, negotiations, & strategic account planning sessions.
• Coach team members on consultative selling, opportunity advancement, value messaging, & competitive positioning.
• Develop talent through performance management, succession planning, recruiting, onboarding, & continuous professional development.

Strategic Account & Customer Leadership

• Establish & maintain executive-level relationships with health systems, IDNs, academic medical centers, & key hospital stakeholders.
• Engage directly with C-suite, clinical, operational, financial, and procurement leaders on strategic opportunities.
• Support complex sales opportunities involving multiple products, service solutions, & long decision-making cycles.
• Work collaboratively with Corporate Accounts, Marketing, Clinical Applications, Service, Contracting, Finance, & other internal stakeholders to develop winning customer strategies.

Sales Execution & Business Management

• Drive disciplined use of CRM, forecasting tools, & sales methodologies to improve predictability & business performance.
• Ensure effective territory planning, account segmentation, & resource deployment.
• Monitor business trends, competitive activity, market dynamics, and customer requirements to identify growth opportunities.
• Manage regional budget and expenses in accordance with company policies & financial objectives.
• Champion continuous improvement initiatives that improve sales effectiveness & customer outcomes.

Cross-Functional Collaboration

• Partner with internal teams to ensure exceptional customer experiences throughout the sales, implementation, and lifecycle support process.
• Support regional execution of marketing campaigns, product launches, service initiatives, and strategic growth programs.
• Remove organizational barriers that limit execution and customer success.

Required Qualifications

• Bachelor's degree in Business, Clinical Sciences, or related field; equivalent experience considered.
• Minimum 7 years of successful medical device, healthcare technology, or capital equipment sales experience.
• Minimum 3 years of direct sales leadership experience managing quota-carrying sales professionals.
• Experience selling into hospitals, health systems, and integrated delivery networks (IDNs).
• Proven history of achieving and exceeding sales objectives.
• Willingness and ability to travel extensively throughout Texas and Oklahoma.

Preferred Qualifications

• Medical capital equipment sales leadership experience.
• Experience with anesthesia, ventilation, neonatal, critical care, monitoring, service, or other acute-care hospital solutions.
• Experience managing long sales cycles involving multiple decision makers and buying influences.
• Strong understanding of consultative and enterprise selling methodologies, including Miller Heiman or similar frameworks.
• Experience leading multimodality sales teams.

Key Competencies

• Strategic Leadership
• Field Coaching & Talent Development
• Complex Healthcare Sales
• Forecasting & Pipeline Management
• Negotiation & Influence
• Financial & Business Acumen
• Cross-Functional Collaboration
• Customer-Centric Leadership
• Problem Solving & Decision Making

Travel

Approximately 50–70% travel throughout Texas and Oklahoma, with significant time spent in customer-facing and field coaching activities.

Compensation

The compensation includes a base salary of $135,000 plus uncapped commission based on sales performance. On Target Earnings (OTE) are $220,000 annually at 100% quota.