Sales Executive

Informazioni sulla Divisione

BW Converting è un'alleanza strategica di risorse e servizi che riunisce sei aziende Barry-Wehmiller: Paper Converting Machine Company (PCMC), Winkler + Dünnebier (W+D), STAX Technologies, Hudson-Sharp, Baldwin Technologies e Northern Engraving and Machine. Questi leader del settore offrono marchi di fiducia e tecnologie innovative nella progettazione, produzione e assistenza di macchinari per la trasformazione e l'imballaggio ad alte prestazioni per i settori tissue, tessuti non tessuti, igiene, conversione sacchetti, spedizione e stampa. Barry-Wehmiller fornisce a livello globale progettazione, consulenza e produzione tecnologicamente avanzate nei settori del packaging, del cartone ondulato e della trasformazione della carta.

Job Description

The Sales Executive is responsible for selling company product and services to new and existing customers.

Responsibilities

• Prepare customer proposals including financial pricing, specifications, and terms and conditions.
• Provide technical assistance to interpret, analyze, and resolve manufacturing, installation, and field operating problems.
• Prepare short- and long-range sales forecasts for assigned accounts and territories.
• Identify new market, product, and adjacent service opportunities.
• Work collaboratively with the sales leaders to establish quarterly and yearly fiscal performance order and margin goals.
• Develop and create organizational support of viable programs for entry.
• Cultivate and maintain working relationships to develop sales leads.
• Partner with accounts to identify current and future customer needs.
• Manage own purchasing funnel health and shape.
• Manage own sales forecasting process.
• Responsible to prepare pricing and quotations; negotiate terms and pricing on sales contracts.
• Accountable for the timeliness and the quality of the offers and orders.
• Coordinate solutions for key accounts together with the major equipment and modifications sales team.
• Ensure customer satisfaction with excellent support, consultation, and presentation skills.
• Coordinate sales efforts with other departments; ensure customer purchase and service requirements are being met.
• Conduct pre- and post-installation seminars; work with field service personnel to resolve any installation problems.
• Make periodic visits to customers.
• Active player during the Risk Review Process of the offer.
• Set sales commitments, budgets, and sales/marketing strategies for the region.
• Monitor competitive activity and trends in the marketplace to fulfill customer/market needs.
• Maintain reports, records, files, logs, etc., pertinent to function.
• Maintain integrity of data in the customer relationship management (CRM/CPQ) database.
• Participate in trade shows and expositions as needed.
• Other duties as assigned.

Education & Experience

• Bachelor’s degree or equivalent experience required.
• 7-8 years demonstrated experience in OEM sales / field sales, sales engineering, or equivalent experience.
• Tissue converting, folding or Personal Care industry experience is a plus.

Knowledge, Skills, Abilities

• Thorough knowledge of industry trends, competitors, and vendor products.
• Demonstrated communication, organization, and time management skills.
• Strategic Mindset.
• Strong interpersonal communication skills.
• Negotiating & Presentation Skills.
• Commercial & Contractual know how.
• Proven problem-solving and troubleshooting skills.
• Proficiency in computer software applications and financial know how.
• The ability to work well in a team environment.
• Fluent English; other language skills are a plus.
• Availability to travel more than 50% of the time, including extended periods.

Competences

• Customer Focus – Building strong customer relationships and delivering customer-centricsolutions.
• Instills Trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Drives Results – Consistently achieving results, even under tough circumstances.
• Communicates Effectively – Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Optimizes Work Processes – Knowing the most effective and efficient processes to get things done, with a focus on continuous improvement.
• Decision Quality – Making good and timely decisions that keep the organization moving forward.
• Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
• Collaborates – Building partnerships and working collaboratively with others to meet shared objectives.
• Situational Adaptability – Adapting approach and demeanor in real time to match the shifting demands of different situations.

Leadership Responsibility

This position does not directly supervise other associates.

Work Environment / Physical Demands

• Typically sits, grasps items and performs keyboarding for frequent operation of a computer Stand, walk, bend, reach or otherwise move about regularly.
• Lift, move, or otherwise transfer items up to 40 lbs. occasionally; >20 lbs. frequently.
• Occasional exposure to typical machine shop physical hazards.
• Travel by air or car frequently.