Sales Manager - Business Development & Capital Equipment Sales

Job Description

Job Description

Sales Manager - Business Development & Capital Equipment Sales

Location: Westerly, RI 02891
Job Type: Full-Time
Work Setting: Hybrid / Remote
Salary: $90,000 - $140,000 per year

Position Overview

We are seeking an experienced Capital Equipment Sales / Business Development professional to identify, develop, and close new business opportunities across printing, converting, packaging, finishing, paper handling, web handling, industrial automation, and related manufacturing industries.

This is a senior individual-contributor role focused heavily on new business development, territory expansion, consultative selling, and profitable revenue growth. The ideal candidate is a self-directed sales professional who is comfortable creating opportunities through proactive prospecting rather than relying primarily on established accounts or inbound leads.

The successful candidate will personally manage the sales pipeline and guide complex machinery opportunities from initial prospecting and discovery through proposal, negotiation, closing, and post-sale transition.

Key Responsibilities

• Identify, prospect for, and develop new capital equipment sales opportunities within printing, converting, packaging, finishing, mailing, paper handling, web handling, and related manufacturing markets.

• Develop and execute territory and market-development strategies targeting specific industries, geographic markets, companies, and decision-makers.

• Build relationships with plant managers, operations leaders, production managers, engineers, business owners, and other capital equipment decision-makers .

• Generate qualified opportunities through cold prospecting, industry networking, referrals, trade shows, professional associations, and targeted market research.

• Understand customer production processes, operational challenges, and equipment requirements and recommend appropriate technical solutions.

• Conduct customer discovery meetings, site visits, equipment demonstrations, and application discussions.

• Gather technical, production, material, and application requirements needed to develop accurate equipment proposals.

• Collaborate with engineering, operations, and company leadership to determine equipment scope, customization requirements, and technical solutions.

• Manage the complete sales cycle , including prospecting, qualification, discovery, solution development, proposal, presentation, negotiation, closing, and post-sale transition.

• Maintain accurate customer, contact, activity, opportunity, quotation, and forecast information within the CRM.

• Provide regular reporting on prospecting activity, pipeline development, forecasts, quotations, competitive activity, and market opportunities.

• Identify opportunities for new machinery, retrofits, upgrades, replacement parts, field service, training, and extended service programs .

• Represent the organization professionally at customer facilities, trade shows, conferences, and industry events throughout North America.

• Monitor market trends, customer needs, competitor activity, pricing, and emerging opportunities.

• Work independently while maintaining strong communication and coordination with internal engineering, operations, customer service, and leadership teams.

Required Qualifications

• 7+ years of successful capital equipment, industrial machinery, or technical industrial sales experience.

• Experience selling machinery or equipment into printing, converting, packaging, finishing, paper handling, web handling, industrial automation, material handling, or related manufacturing markets .

• Proven success in personally prospecting, developing, and closing new capital equipment business .

• Experience managing complex, consultative sales involving technical requirements, customization, multiple stakeholders, and extended sales cycles.

• Strong technical aptitude and ability to understand manufacturing processes, machinery applications, production requirements, and customer challenges.

• Excellent communication, presentation, questioning, negotiation, organization, and follow-through skills.

• Demonstrated ability to work independently, manage multiple sales opportunities, and remain accountable for activity and revenue results.

• Experience using CRM systems and standard business productivity tools.

• Ability and willingness to travel regularly throughout North America for customer visits, trade shows, industry events, and periodic facility visits.

Preferred Qualifications

• Previous sales experience with a machinery manufacturer, equipment designer, or industrial OEM .

• Experience selling printing presses, converting equipment, finishing systems, packaging machinery, paper/web handling equipment, industrial automation, or material handling systems.

• Existing relationships within relevant manufacturing industries or a demonstrated ability to develop a new territory and build a productive customer network.

• Experience preparing technical quotations and participating in application reviews, equipment demonstrations, factory acceptance testing, or post-sale project coordination.

• Experience with aftermarket sales, including retrofit projects, spare parts, field service, training, or service agreements .

• Associate or bachelor's degree in business, engineering, manufacturing, or a related field; equivalent relevant experience will be considered.

Ideal Candidate

The ideal candidate is a technically curious, persistent, competitive, and credible sales professional who enjoys opening new doors, developing new markets, understanding how customers operate, and turning manufacturing challenges into well-defined equipment opportunities.

This position is best suited for someone who is:

• Highly proactive and comfortable with cold prospecting and new business development

• Self-motivated and capable of working independently

• Comfortable selling high-value, complex capital equipment

• Consultative rather than transactional in their sales approach

• Strong at building relationships with technical and executive-level decision-makers

• Persistent throughout long and complex sales cycles

• Comfortable discussing technical applications and manufacturing processes

• Experienced in developing and growing territories

Performance Expectations

Success in this position will be measured by:

• Quality and growth of the sales pipeline

• Consistent prospecting and business-development activity

• New customer acquisition and territory development

• Sales revenue and gross-profit contribution

• Forecast accuracy and CRM discipline

• Development of new markets and applications

• Successful management of complex sales opportunities

• Effective collaboration with internal teams

• Professional representation of the organization in the marketplace

Compensation & Benefits

Salary: $90,000 - $140,000 per year

Benefits include:

• 401(k) matching

• Health insurance

• Dental insurance

• Vision insurance

• Life insurance

• Paid time off

• Tuition reimbursement

Travel: Regular travel throughout North America is required.

\nCompany Description

W3Global was established in 2006 in Fremont, CA with a vision: simplify the recruiting process and develop an industry-disrupting platform to connect candidates with clients. Our cutting-edge Applicant Tracking System enables us to find the right person for the right job, creating value for job seekers and employers. While W3Global initially focused on IT staffing, we have expanded the business to serve many other industries, including accounting and finance, legal, engineering, human resources, government and more.

We’re proud of the investments we’ve made in our team, having grown from four to 1000 employees and evolving into one of the leading recruitment and staffing solution providers in the industry. Our recruiters and account managers are passionate about connecting qualified professionals with the right positions in small, medium, and large companies.

Our Services
W3Global understands the natural ups and downs of an organization’s staffing needs. We are continuously adapting to industry and economic changes to find the right candidates.

We specialize in placing permanent, direct, contract, and temporary positions for companies of any size. Our recruiting services include sourcing, recruiting, screening, interview management, salary negotiations, training, and onboarding.

We are committed to helping organizations redefine their recruitment process by delivering our SaaS-based proprietary application tracking system software.

Our Expertise
W3Global has been delivering staffing solutions for nearly two decades; we know which recruiting strategies work best. Our expert team is committed to developing a customized solution to fit your company’s unique needs.

As a W3Global client, you’ll also receive personalized assistance from a seasoned team of staffing specialists. We are committed to providing both technical support and industry expertise to simplify the hiring process. We know that your time matters. W3Global will help you streamline the hiring process, getting it done and getting it right.

Company Description

W3Global was established in 2006 in Fremont, CA with a vision: simplify the recruiting process and develop an industry-disrupting platform to connect candidates with clients. Our cutting-edge Applicant Tracking System enables us to find the right person for the right job, creating value for job seekers and employers. While W3Global initially focused on IT staffing, we have expanded the business to serve many other industries, including accounting and finance, legal, engineering, human resources, government and more.\r\n\r\nWe’re proud of the investments we’ve made in our team, having grown from four to 1000 employees and evolving into one of the leading recruitment and staffing solution providers in the industry. Our recruiters and account managers are passionate about connecting qualified professionals with the right positions in small, medium, and large companies.\r\n\r\nOur Services\r\nW3Global understands the natural ups and downs of an organization’s staffing needs. We are continuously adapting to industry and economic changes to find the right candidates.\r\n\r\nWe specialize in placing permanent, direct, contract, and temporary positions for companies of any size. Our recruiting services include sourcing, recruiting, screening, interview management, salary negotiations, training, and onboarding.\r\n\r\nWe are committed to helping organizations redefine their recruitment process by delivering our SaaS-based proprietary application tracking system software.\r\n\r\nOur Expertise\r\nW3Global has been delivering staffing solutions for nearly two decades; we know which recruiting strategies work best. Our expert team is committed to developing a customized solution to fit your company’s unique needs.\r\n\r\nAs a W3Global client, you’ll also receive personalized assistance from a seasoned team of staffing specialists. We are committed to providing both technical support and industry expertise to simplify the hiring process. We know that your time matters. W3Global will help you streamline the hiring process, getting it done and getting it right.