Service Sales Engineer - Midwest Region

Beckwood Press • Fenton, MO

4d • Onsite

About The Position

Beckwood is seeking a Service Sales Engineer to develop and execute a focused sales strategy across an assigned Midwest territory. The role is responsible for customer development, identifying opportunities, and driving profitable growth for hydraulic and servo-electric presses, retrofits, service, parts, and support offerings. It serves as the primary commercial contact for regional customers and works closely with sales, service, engineering, and operations to deliver technically sound, customer-focused solutions.

The position develops territory and account plans, builds and manages a qualified sales pipeline, leads opportunities through negotiation and close, prepares proposals and contracts, and coordinates effective handoffs to operations. It also represents Beckwood at industry events and develops relationships with regional partners and industry contacts. The role is based at Beckwood’s corporate headquarters in Fenton, Missouri, with travel of up to 50% throughout the assigned region and occasionally outside it.

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.
• Proven 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 meetings, company meetings, and industry events.
• Self-motivated, proactive, and accountable for regional results.
• Customer-focused, with strong discovery and consultative selling skills.
• Strategic and disciplined in territory planning, prospecting, pipeline management, and follow-up.
• Technically curious and able to communicate complex concepts to technical and non-technical stakeholders.
• Strong organizational skills and ability to manage multiple high-priority opportunities and deadlines.
• Detail-oriented and attentive to scope, assumptions, profitability, and risk.
• Collaborative and effective at influencing without direct authority; able to work independently while maintaining consistent communication and visibility.
• Ability to remain stationary for extended periods, occasionally move around the office and manufacturing floor, and access machinery at varying heights, including by ascending or descending ladders or elevated platforms.

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 new equipment, retrofit, service, parts, and support opportunities in the assigned region.
• Build a consistent prospecting cadence and convert target accounts into active opportunities and long-term customers.
• Monitor regional market conditions, competitors, 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 point of contact for assigned accounts and maintain responsive, professional communication.
• Conduct customer visits, discovery meetings, site assessments, and business reviews to understand operational challenges and future requirements.
• Create strategic account plans covering relationships, installed-base opportunities, upcoming projects, and next actions.
• Lead opportunities through discovery, collaborate with Service Application Engineering on retrofits and with New Press Sales on new press opportunities, and manage service relationships through completion.
• Maintain accurate and timely Salesforce records for opportunities, activities, forecasts, probability, timing, next steps, and risks.
• Build and maintain a healthy, measurable pipeline and provide leadership with updates on opportunity progression, customer priorities, competition, challenges, and forecast changes.
• Work with Service Engineering, Service Application Engineering, and Sales Engineering to develop practical solutions based on customer requirements.
• Own sales of Partnership Agreements, preventive maintenance and 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 requirements and company standards.
• Negotiate pricing, scope, terms, and conditions to deliver customer value and acceptable risk and profitability for Beckwood.
• Ensure complete order documentation and lead a structured handoff to operations.
• Bring customer feedback and market insights into product, service, and process improvement discussions.
• Coordinate internal resources for strategic pursuits, address barriers to customer decisions or successful handoffs, and share sales best practices and account intelligence.
• 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.
• Achieve assigned revenue, gross margin, bookings, and strategic account objectives; maintain reliable CRM records and forecasts; and build pipeline coverage for regional growth.

Benefits

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level