Service Sales Engineer - Midwest Region

Beckwood Press•Fenton, MO

About The Position

Beckwood is seeking a Regional Sales Engineer to develop and execute a focused sales strategy within an assigned geographic territory. The role is responsible for customer development, identifying opportunities, and driving profitable revenue growth for hydraulic and servo-electric presses, retrofits, and service offerings. The Regional Sales Engineer is the primary commercial point of contact for customers in the region and works closely with sales, service, engineering, and operations to deliver technically sound, customer-focused solutions. The position develops territory and strategic account plans; builds and manages a qualified opportunity pipeline; leads opportunities through discovery, proposal, negotiation, close, and handoff; and sells service agreements, preventive maintenance, service jobs, retrofits, and spare parts. The role also represents Beckwood at industry events and builds relationships with regional partners and industry contacts. Performance expectations include achieving assigned revenue, gross margin, bookings, and strategic account objectives; maintaining accurate CRM records and forecasts; expanding customer engagement and account penetration; and executing effective cross-functional handoffs. The position operates primarily in a professional office environment, with occasional exposure to plant conditions, including seasonal heat and cold. The role may also require moving around the manufacturing floor and accessing equipment at varying heights, including by ladders or elevated platforms. Regular travel throughout the assigned region is required, with occasional travel outside the region.

Requirements

Bachelor’s degree in Business, Engineering, or a related field, or equivalent relevant experience.
At least 7 years of successful industrial, capital equipment, technical, or manufacturing sales experience.
Demonstrated ability to develop a territory, build a qualified pipeline, and lead complex opportunities through negotiation and close.
Strong commercial judgment and ability to understand customer business drivers, technical requirements, and project risk.
Excellent communication, presentation, negotiation, and relationship-building skills.
Experience using CRM software to manage accounts, activities, opportunities, forecasts, and follow-up actions.
Proficiency in Microsoft Office applications, including Word, Excel, and PowerPoint.
Ability to travel regularly throughout the assigned region and occasionally outside the region for customer and company meetings and industry events.
Ability to remain stationary for extended periods and occasionally move about the office and manufacturing floor.
Ability to ascend and descend ladders or elevated platforms and access machinery at varying heights, including ground level.

Nice To Haves

At least 10 years of technical sales experience involving complex custom equipment, hydraulic systems, automation, metal forming, or capital machinery.
Experience selling both capital equipment and recurring lifecycle services or aftermarket solutions.
Working knowledge of Salesforce and disciplined forecasting practices.
Experience developing strategic account plans and coordinating cross-functional pursuit teams.
Familiarity with Beckwood’s target industries and product lines.

Responsibilities

Develop and execute an annual territory plan aligned with company growth priorities, target markets, and revenue objectives.
Identify, qualify, and pursue equipment, retrofit, service, parts, and support opportunities in the assigned region.
Prospect consistently and convert target accounts into opportunities and long-term customers.
Monitor regional market conditions, competition, capital spending trends, and customer needs to refine sales priorities.
Develop and maintain relationships with customer decision-makers, technical stakeholders, plant leadership, and procurement teams.
Serve as the primary commercial contact for assigned accounts and provide responsive communication throughout the customer lifecycle.
Conduct customer visits, discovery meetings, site assessments, and business reviews.
Create strategic account plans covering relationships, installed-base opportunities, upcoming projects, and next actions.
Lead opportunities through discovery, manage service relationships to completion, and collaborate with Service Application Engineering on retrofits and New Press Sales on new press opportunities.
Maintain accurate and timely Salesforce records, including activities, forecasts, probability, timing, next steps, and risks.
Build and maintain a measurable pipeline sufficient to achieve assigned growth targets, and provide leadership with updates on opportunities, customer priorities, competition, challenges, and forecast changes.
Work with service and sales engineering teams to translate customer requirements into practical, differentiated solutions.
Sell Partnership Agreements, preventive maintenance, service jobs, machine retrofits, and spare parts.
Coordinate technical presentations, demonstrations, concept reviews, budgetary proposals, and site visits.
Prepare and present accurate proposals, quotations, and contracts aligned with customer needs and company standards.
Negotiate pricing, scope, terms, and conditions to deliver customer value while managing company risk and profitability.
Ensure complete order documentation and lead a structured handoff to operations.
Share customer feedback and market insight in product, service, and process improvement discussions.
Coordinate internal resources for strategic pursuits and help remove barriers to customer decisions and successful handoffs.
Share best practices, account intelligence, and experience to support a team-first sales culture.
Represent Beckwood at industry events, trade shows, conferences, association meetings, and customer networking activities.
Develop relationships with regional partners, integrators, suppliers, and industry contacts that can generate qualified opportunities.
Promote Beckwood’s capabilities and value proposition through professional communication and consistent market engagement.
Achieve assigned territory revenue, gross margin, bookings, and strategic account objectives; maintain a reliable forecast and sufficient pipeline coverage.

Benefits

Competitive salary
Bi-annual bonus potential
Team-focused culture with catered lunches, team-building activities, and employee engagement events
Comprehensive benefits package for eligible employees
Health insurance
Dental and vision insurance
Life insurance
AD&D coverage
Parental leave
Flexible PTO and sick time
401(k) with employer contribution