Regional Sales Manager - Government & Defense
At a glance
Manager-level Sales Leadership role at Draeger. Washington · $85,000–$125,000 OTE.
growthroles summary, based on the employer's posting.
What you'll do
- Set territory priorities and pursue new government and defense business while growing existing accounts toward revenue targets
- Build a distributor network, then work with partners on sales plans, reviews, and training
- Develop ties with military branches, government agencies, and key decision-makers, matching solutions to operational needs
- Run complex sales from proposals and bids through negotiation and implementation, coordinating documents, handoffs, and service agreements
- Update CRM records, forecasts, and expenses while meeting company policies and regulatory requirements
What you bring
- A business or technical degree, or relevant experience in government sales, a similar role, or military service with procurement exposure
- At least five years selling to military customers or contractors, or military service involving procurement
- Experience managing distributors and complex consultative sales cycles
- CRM and Microsoft Office proficiency, plus willingness to travel across the assigned territory
Who this fits
This role suits a senior seller who can handle distributor relationships and complex government and defense sales through implementation. You must live on the U.S. East Coast and have ongoing U.S. work authorization; visa sponsorship is unavailable. Travel throughout the assigned territory is required.
From the employer
Regional Sales Manager - Government & Defense
- Business Unit: Draeger, Inc., Job-ID: 1359
- Location: Washington, D.C., Andover, Atlanta, Baltimore, New York, Raleigh, Tampa, Telford
- Function: Sales
- 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.
Project & Sales Management
- 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.
Dräger Benefits
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
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.
Interested?
Please, apply directly through our career portal.
We look forward to receiving your application.
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