Sales Service Engineer

About Dräger safety:

"Dräger" is a German company founded in Lübeck in 1889 by Johann Heinrich Dräger and Carl Adolf Gerling. Over time, Dräger has grown into a global leader in medical and safety technology, operating in over 190 countries, with around 50 of those having dedicated sales and service organizations.

The company’s guiding motto is “Technology for Life” , reflecting its mission to protect, support, and save lives — whether in hospitals, industrial settings, rescue services, or hazardous environments.

What Dräger Safety Offers

Dräger Safety specializes in a wide portfolio of industrial safety and emergency response equipment, broadly covering:

Gas Detection

• Portable gas detectors (single-gas or multi-gas) for on-the-go monitoring
• Fixed gas detection systems for continuous monitoring of toxic, flammable or oxygen-deficient environments
• Complementary tools like gas detection controllers, wireless/connected systems and sampling tubes
• Respiratory Protection
• Self-Contained Breathing Apparatus (SCBA) for firefighting, mining, rescue, etc.
• Supplied-air respirators, compressed air breathing systems, escape hoods, filtering and powered air-purifying respirators (PAPRs)
• Personal Protective Equipment (PPE)
• Chemical protective suits, gloves, boots, helmets, eye/face protection, etc.
• Integrated hazard management solutions from head to toe safety (often combined with gas monitoring and breathing protection)
• Firefighting / Rescue & Escape
• Firefighter breathing gear, escape and rescue breathing systems, and associated training solutions.
• Thermal imaging, firefighter helmets, in-mask displays and related technology (depending on region)
• Training, Service & Maintenance
• Dräger offers the Dräger Academy — training programs for correct use, calibration, maintenance, and certification of their safety equipment.
• They also provide calibration, repair, site inspections, and safety consulting services.
• Industrial Safety Solutions & Consulting
• Dräger supports customers with hazard assessment, risk analysis, safety consulting (e.g. leak detection, confined space measurement, shutdown services) to achieve “Vision Zero” — minimizing workplace accidents and exposures.
• They also provide tools and software (e.g. technical documentation, hazard substance databases, safety planning, calibration management)

About the Job:

Purpose of Function

Develop and directly sell Service business across all aspects of the Safety organisation. Utilising Draeger’s existing (and new) customer installed base. Analyse and investigate the existing installed base to drive new sales and develop further opportunities for Safety Service sales through the entire Safety Sales team.

The role encompasses all in and outbound communication to Customers, as well as our Sales team on all potential Service opportunities.

Ensuring that current Service contracts cover all customer requirements and are consistently reviewed to include the customer’s most up to date requirements.

The role’s main function will be measured on achievement of Draeger’s pre-set annual Safety Service growth budget figures against prior year.

This involves building long-term partnerships by offering maintenance contracts, calibration, training, and lifecycle support.

Tasks and Responsibilities

• Utilizes CRM and Microsoft Dynamics NAV to investigate customer installed base and purchase history to find area of opportunity for any new service contract opportunities.

• Work from specific customer account lists to identify areas to potentially grow current service business and inform relevant stakeholders

• Ensure new service business sales and profit targets are met.

• Act as point of contact to customers for discussing any matters relating to new service business

• Attend meetings at customer sites, individually or alongside Sales team where necessary, relating to new service growth potential

• Focus on accounts for service growth, working to generate new ways of working, negotiating multi or year agreements, frameworks etc.

• Ultimately working towards achieving Draeger’s annual Safety Service targets of new and renewal business. Ensuring high levels of retention as well as generation of new Service business

• Actively contact customers with the aim to generate further business and create/close open opportunities.

• Ensure accurate levels of management reporting communicated on a monthly basis. Ensuring all Commercial and Sales Management teams fully understand current levels and future expected performance of new service business.

• General administrative housekeeping of Draeger’s installed base to ensure accurate reflection of current customer product status

• Contact all customers on our database who have never had a service contract and create selling opportunities on Draeger solutions.

• Contact all customers on our database who have not renewed service contracts and create selling opportunities.

• Sector Manager and sales team support for all new Service enquiries and customer activities relating to Service

• Follow up customer leads from marketing campaigns and exhibitions.

• Sell preventive maintenance contracts, calibration services, spare parts, and service kits for safety equipment (e.g., gas detectors, SCBAs, breathing air compressors, etc.).

• Telephone enquiry handling.

• Ensure quote status are kept up to date, opportunities are created and quotations are directly driven to orders by direct contact with customers.

• Basic order management call handling.

• Maintain and improve customer satisfaction by the provision of high-level support to customers, including ensuring timely and efficient processing of customer requests with respect to pricing, delivery, and product requirements.

• Maintain regular contact with existing clients to understand operational challenges and ensure satisfaction. Provide customer feedback to improve service offerings and pricing models.

• Develop tailored service packages aligned with customer safety and compliance needs.

• Work closely with service engineers and workshop teams to align sales promises with service delivery capabilities.

• Identify and resolve (potential) conflicts with customers.

• Identify opportunities for service product development and market expansion

Shared responsibilities

• Undergo necessary training in order to fulfil all duties
• Fulfil the above tasks and responsibilities for the segment or area allocated
• Assist in project handover to execution teams after award, ensuring technical and commercial alignment.
• Projects as required
• Sell customer training programs covering operation, maintenance, and safety procedures for Dräger equipment.
• Coordinate with the Training Department to ensure quality delivery and alignment with certification standards.

Reporting Relationships

Functionally reports to:

Service & RSS Manager

Administratively reports to:

Service & RSS Manager

Position Requirements

Education/Qualifications

• Bachelor's degree or higher (Ideally with an Engineering and/or Business disciplines)

Related Experience

• 2 to 8 years of experience in the same function.
• Experienced and highly confident in phone-based business to business communication
• Experience of selling Services would be advantageous
• Experience of working to targets
• IT knowledge: MS Office, Microsoft Dynamics NAV or Microsoft Dynamics 365 Business Central if possible.
• Customer orientation

Skills, Special Competencies

• Ability to build rapport with customers and colleagues
• Ability to close an opportunity
• Able to handle a diverse range of tasks
• Technically minded
• Excellent communication skills
• Empathy
• Eye for detail/accuracy.