Equipment Sales Executive

About Us

BW Paper systems, 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.

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 manufactured at three different sites and will focus on prospecting, new business accounts, new markets, and alternate uses suitable for BW Paper systems equipment.

• Regimented territory management within the assigned geographical region to develop own sales leads.
• Gain access to all levels of customers’ management teams 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 Paper systems CRM software at a high level to keep other account managers informed.
• Assist project leadership personnel to 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 a clean customer contact database in the BW Paper systems CRM software.
• Other duties as assigned.

• 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.
• 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.

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

This position requires significant travel to customer manufacturing plants. The employee may spend time in the office area but also needs to work in the customer’s manufacturing area and must wear and use any Personal Protective Equipment (PPE) required by the employer.

This is a regular, full‑time position with the expectation of extended days and hours as needed to meet business needs.

Role requires 50–75% travel.

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

Bw Paper systems

Barry-Wehmiller is an equal opportunity employer. M/F/D/V. This organization uses E-Verify.

The approximate pay range for this position is $75k–105k Base Salary + Competitive commission structure which may vary based on performance. 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.