Aftermarket Sales Executive - White Paper

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.

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Responsible for selling technical improvements, safety improvements, and obsolescence management to the BW Paper systems white paper customers. This role is the primary contributor to customer care and footprint management through the lifecycle of the machine. The Aftermarket Sales Executive frequents the sites of his accounts to become the trusted advisor for clients and enable the highest levels of machine performance.

• 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 Paper systems 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 Paper systems CRM software
• Other duties as assigned

• Demonstrated initiative, innovative thinking and ability to influence.
• Ability to develop detailed goals and activity 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 escape one’s position within a customer account to gain access to management
• Strong ability to close orders
• Knowledge of folding carton industry and complex machinery utilized in industry; knowledge of sales processes within industry.
• 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.

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

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.

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 within the folding carton industry, preferably in the technical or process side.

The above information on this description has been designed to indicate the general nature and level of work performed by…