Equipment Sales - Packaging
This is a SALES role focused on selling EQUIPMENT to manufacturers, shippers and warehouses. The role will cover a multi state region focused on opportunities around your home location to minimize overnight travel. You should expect the role to be 70% of the time out in the field in front of clients. Marking and Coding
Their product has the best “up time” in the industry since it works on a cartilage and can integrate with any device to receive printing data. Their solutions are often 1/3rd the cost of a competitors with lower maintenance and supply cost.
Their System has a number of competitive advantages in this area that provides them a value added edge when presenting a solution. They can offer multiple customizable configurations and can print on the widest array of substrates in the market and provide High-Resolution Inkjet Printers, Print & Apply Labeling Systems, Thermal Inkjet Systems (TIJ), Consumables, and Software Solutions. 65% of what they sell goes into the tag and label market with another 20% going into end of the line solutions and the rest into direct coding on boxes and packaging.
They have been expanding rapidly into packaging as well over the last couple of years due to new technology. They have a very robust product support team that works to customize, integrate and implement the sold application working the client until the planned impact is achieved. There are 3 areas of focus for the position, upgrades, displacements, new placements.
They do very well in shipping / warehousing, agriculture, pharmaceuticals and consumer goods and industrial product. Just look at any box, product in HomeDepot, pill bottle or warehouse and you’ll find something printed with their equipment.
They are looking for someone who wants to sell, is outgoing, aggressive, money motivated and wants to help clients by showing their product advantages. They are very open to training the right person with a positive attitude their business and technology. They find that people with a stronger technical background tend to excel especially if they have had a field service background. They expects daily updates on the SalesForce.com app that is installed on every sales person’s phone and the willingness to daily show the product to prospective clients.
There is a salary based on your background and ability, a very aggressive commission plan based on the number of units placed. There are incentives quarterly which qualifies you for additional bonuses.
They provide excellent training of their product and processes and extensive training after a period of time in the field and basic knowledge is acquired. Of course full company benefits with medical and dental insurance, a company car provided with a gas card and a phone, laptop.
This is a HUNTER role. You will spend your time prospecting clients and contacting them through the back door of their production facility often in order to connect with those that use the solution. Their product sells it’s self and sets up in minutes. Their best advantage is their product so you will need to keep a working unit or two in your vehicle and set it up for clients to run side by side their current equipment.
Their experience is that once a client sees the units run, how easy they are to service and work with as well as the low cost of maintenance and supplies, they keep the units. You will need to have space in your garage to keep working units on hand to show and be able to get them in and out of client locations although the demo units are not huge you will need to manage them appropriately.
What Markets are we going after?
- Food (Frozen food, Dairy, Confectionary, Salty snacks, Canned Goods, packaged fresh fruit etc)
- Beverage (bottled Water, soft drinks, Juice, Beer wine, Liquor)
- Pharm/Life Science (prescription Drugs, Nutraceuticals, contact lenses, disposable medical devices, vitamins,0
- Health and Beauty (soap, perfume, lotions etc.)
- Manufactured goods that are serialized/date coded (aerospace, automotive, electronics)
What Products and Services do we offer?
- Product to Pallet solutions for variable data ( date, batch, serial #, shipment)
- Thermal Ink Jet (using HP cartridges0
- Thermal Transfer
- Outer Case
Who are some of our key customers? Nestle, Mars, Wrigley, Hershey, Coca Cola, Merck, Pfizer, Gallo, Dean foods, Tropicana, Starkist, Teva, AB-InBev, Wild Turkey, J&J McNeil, Kellogg’s, General Mills, Procter & Gamble, Abbot Labs, Eli Lilly, Niagara
Target customers/markets : Safeway, Dole, Fresh Express, Nestle, Whitewave, Dairy, Pharma, Nutraceuticals, Dairy processing Industry (Milk, cheese, ice cream, butter) , Packaging equipment OEMS, Meat processing, Fruit processing (Ocean spray), Miller Beer,
What Sales methods do we use?
- Business Development through daily use of SalesForce
- Strategic Selling (Miller Heiman)
- Spin selling - Neil Rackham
- Baker Negotiations (based on Getting to Yes)
- Major Trade show leads
- Purchased contact lists from multiple sources
What tools do we have?
- full database in the territory in Food, Beverage and Pharma
- Extensive video and animation on how our products operate
- Demo units that salespeople pull out of their car/set up and demo
- Mileage and travel expenses
- Laptop On-line training library
- Trial units
- Case studies and references
- Total cost of ownership/ROI tool (UBS vs. Competitor)
What are the Rewards for successful salespeople?
- Salary + Expenses
- Great benefit package (Health insurance, 401K)
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