New Equipment Sales Executive

About Us:

BW Papersystems, part of the Barry-Wehmiller Group, builds capital equipment that transforms paper into products for consumers - every day, around the world. We offer innovative technologies, service and parts, and years of global experience in corrugating, finishing; slitting and packaging; stationery; bookbinding and security documents. Customers rely on our machines to produce and convert items such as corrugated boxes, folding cartons, passports, notebooks, copy paper, board, and coated and other specialty papers. For more information, visit bwpapersystems.com.

 

Barry-Wehmiller is a diversified global supplier of engineering consulting and manufacturing technology for the packaging, corrugating, sheeting and paper-converting industries. By blending people-centric leadership with disciplined operational strategies and purpose-driven growth, Barry-Wehmiller has become a $3 billion organization with nearly 12,000 team members united by a common belief: to use the power of business to build a better world.

 

Job Description:

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.

Key Responsibilities/Essential Functions:

• 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

Competencies:

• 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.

Supervisory/Responsibility:

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

Work Environment:

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 manufacturi