New Equipment Sales Executive

Responsible for selling a line of highly sophisticated equipment to customers engaged in the folding carton industry in the assigned area.  This role will be responsible for three product lines being manufactured in three different manufacturing sites.  The NE Sales executive is a master of prospecting and finding new business accounts, new markets, and alternate uses that are suitable for BW Papersystems equipment.

• →Regimented territory management within assigned geographical region to develop own sales leads within the territory
• →Gain access to all levels of customers’ management team to develop a thorough understanding of the customer’s needs
• →Demonstrate and promote company’s product capability to customers
• →Build projects with sufficient customer ROI, negotiate terms and pricing on sales contracts
• →Meet sales quota; coordinate sales orders and ensure customer purchase
• →Capture sales activities in BW Papersystems CRM software at a high level to ensure other account managers are informed on all sales activities
• →Assist project leadership personnel to politically resolve any installation or technical issues
• →Monitor competitive activity in the marketplace
  • →Stay informed of technological developments of BWP competitors
  • →Identify trends and influence the industry by maintaining relationships with key stakeholders and sharing this information with Product Managers
• →Partner with BWP marketing team to enable high levels of adoption of digital marketing campaigns
• →Maintain clean customer contact database in the BW Papersystems CRM software
• →Other duties as assigned

Reports to Director of White Paper Sales NA & LA; does not supervise others and works independently with little functional guidance 

• Self-driven initiative, innovative thinking and ability to influence.
• Understanding of return on investment and how to use this to gain approval of projects in customer organizations
• Ability to develop detailed goals and project plans to align with company vision.
• Excellent communication skills; must be able to interface effectively with executive and management levels of customer personnel and all levels of internal personnel.
  • Ability to escalate one’s position within a customer account to gain access to management
• Strong ability to close orders
• Comprehensive knowledge of company product.
• Broad knowledge of folding carton industry and complex machinery utilized in industry; knowledge of sales processes within industry.
• Significant customer relations experience and knowledge of manufacturing processes; working knowledge of related hardware and software used in machinery.
• Working knowledge of MS Office.
• Technical writing related to sales contracts; strong technical and analytical skills.
• Ability to effectively negotiate favorable prices and terms.
• Strong project management skills.

This position requires significant travel to customer manufacturing plants.  Although the employee may spend a portion of time in the office area, the employee’s job duties also require the employee to spend a portion of time in the customer’s manufacturing area.  The employee must be able to wear and use any Personal Protective Equipment (PPE) required by the employer when in the manufacturing area.

This is a regular, full-time position with the understanding that a regular workweek will require extended days and hours as needed to meet business needs

Role requires 50-75% travel

Bachelor’s degree or equivalent in related field. Typically requires 5+ years experience with capital equipment, preferably industrial sales experience.

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification.  It is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this job.  This job description is subject to change at any time.

The approximate pay range for this position is $75k-105K Base Salary + Competitive commission structure which may vary based on performance. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to background, knowledge, skills, and abilities as well as geographic location of the position.

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