Position Summary
The Equipment Sales Manager is responsible for developing and closing profitable equipment opportunities throughout an assigned territory and/or account base. The role combines consultative selling, application discovery, equipment demonstrations, proposal development, financing coordination, pipeline management, and long-term customer relationship ownership.
This is a entry- to mid-level individual-contributor role. The title reflects ownership of the equipment-sales process and customer relationships; it does not necessarily include direct supervision of employees. Success requires disciplined follow-through, accurate use of company systems, sound financial judgment, and close coordination with service, supplies, purchasing, and operations.
Key Responsibilities
- Territory, Pipeline, and Account Development
- Build and maintain a qualified pipeline through outbound prospecting, referrals, manufacturer leads, existing-customer development, events, and targeted campaigns.
- Create territory and account plans that identify replacement cycles, expansion opportunities, competitive equipment, applications, and decision makers.
- Respond promptly to assigned leads and maintain consistent follow-up until each opportunity is won, lost, or formally deferred.
- Use NetSuite and other company systems to record contacts, activities, opportunities, quotes, next steps, expected close dates, and competitive information.
Consultative Equipment Sales
- Understand the customer’s applications, workflow, production volume, labor constraints, media, ink, finishing requirements, budget, and growth plans.
- Recommend practical, supportable solutions that fit the customer’s actual requirements and Beacon’s ability to install and service the equipment.
- Plan and conduct equipment demonstrations, sample production, site visits, open houses, trade shows, and customer presentations.
- Develop complete proposals covering equipment, software, accessories, installation, training, freight, service, supplies, financing, and trade-ins when applicable.
- Advance opportunities by establishing clear next steps, resolving objections, involving the appropriate internal resources, and asking for the order.
Profitability and Commercial Judgment
- Protect gross profit and follow company approval requirements for discounts, special terms, trade-ins, freight allowances, and nonstandard commitments.
- Evaluate each transaction based on total company value, including equipment margin, installation and service exposure, supply potential, credit risk, and long-term customer value.
- Do not promise delivery dates, service coverage, applications, performance, financing, or special terms without confirmation from the responsible department.
- Support collection of deposits and required documentation and promptly escalate credit or payment concerns.
Internal Coordination and Customer Handoff
- Coordinate with service before the sale when applications, site conditions, installation requirements, or support obligations require technical review.
- Provide a complete written handoff after the sale, including configuration, site requirements, delivery expectations, training needs, customer commitments, and open issues.
- Stay involved through delivery, installation, training, and early production to ensure expectations are met and problems are addressed promptly.
- Develop post-sale opportunities for supplies, accessories, software, training, service plans, upgrades, and additional equipment.
- Product Knowledge and Professional Standards
- Maintain current knowledge of Beacon’s equipment portfolio, competitive products, applications, manufacturer programs, financing options, and market trends.
- Complete required manufacturer training and participate in sales meetings, events, campaigns, and product launches.
- Represent Beacon Graphics professionally and communicate clearly, accurately, and promptly with customers and coworkers.
Required Qualifications
- Three or more years of successful capital-equipment, technical, or consultative B2B sales experience.
- Demonstrated ability to develop opportunities, manage long sales cycles, negotiate effectively, and close business.
- Strong written, verbal, presentation, organizational, and follow-through skills.
- Ability to understand customer applications and translate operational needs into appropriate equipment solutions.
- Experience using a CRM or ERP system to manage pipeline, activity, quotes, and forecasts.
- Valid driver’s license and ability to travel regularly to customer locations and events.
Preferred Qualifications
- Experience with wide-format printers, cutters, laminators, finishing equipment, CNC equipment, or related production technology.
- Established relationships within sign, graphics, commercial printing, packaging, textile, or industrial markets.
- Familiarity with NetSuite, equipment financing, trade-ins, installation planning, and manufacturer sales programs.
Measures of Success
- Achievement of equipment revenue and gross-profit goals.
- Development of a healthy, qualified pipeline and accurate sales forecast.
- Consistent prospecting, lead response, follow-up, and CRM documentation.
- Strong close rate, margin discipline, customer retention, and repeat business.
- Complete, accurate proposals and clean handoffs to service and operations.
- Contribution to supplies, service, software, accessory, and recurring-revenue growth.
- Sound decisions that support overall profitability and long-term customer relationships.
Physical and Travel Requirements
- Regular regional travel to customer facilities, demonstrations, trade shows, and manufacturer events.
- Ability to safely visit active production and equipment-installation environments.
- Occasional overnight travel may be required.
About Beacon Graphics
Beacon Graphics is a leading distributor of wide-format printing, cutting, finishing, and sign-making equipment and supplies. Since 1986, we have built our reputation by providing knowledgeable advice, responsive service, and long-term support to sign shops, commercial printers, municipalities, and other graphics professionals.
What Beacon Graphics Offers
- An established company with a strong reputation in the graphics industry.
- The opportunity to represent leading wide-format equipment manufacturers and technologies.
- Competitive compensation, benefits, and paid time off.
- Technical, service, marketing, and operational support throughout the sales process.
- Beacon Graphics, LLC is an equal opportunity employer. Employment decisions are based on qualifications, merit, and business needs.
Pay: $35,000.00 - $75,000.00 per year
Benefits:
- 401(k)
- Health insurance
- Paid time off
Education:
Experience:
- selling: 2 years (Preferred)
Language:
Ability to Commute:
- Branchburg, NJ 08853 (Required)
Work Location: Hybrid remote in Branchburg, NJ 08853
