Printcommunications

Northern Machine Works is seeking an experienced and motivated Senior Sales Executive to lead equipment sales and business development throughout New Jersey, New York City, Long Island and Southern New York.

This position is focused primarily on the sale of capital equipment and production solutions to commercial printers, in-plant printing departments, trade binderies, educational institutions, government agencies and other organizations with print production and finishing operations.

The Senior Sales Executive will be responsible for developing new accounts, expanding relationships with existing customers and managing equipment opportunities from initial consultation through proposal, demonstration and final sale. The successful candidate will be comfortable working independently, building a territory and developing long-term relationships with business owners, executives, production managers and purchasing professionals.

This is an opportunity to join a well-established, family-owned company with a strong industry reputation, an existing customer base and significant room for growth across a valuable sales territory.

About Northern Machine Works

Founded in 1902, Northern Machine Works is a fifth-generation, family-owned provider of print finishing, bindery and production equipment.

Headquartered in Conshohocken, Pennsylvania, the company serves commercial printers, corporate and institutional in-plants, universities, government agencies and production facilities throughout Pennsylvania, New Jersey, Delaware and New York.

Northern Machine Works represents leading manufacturers of printing and finishing equipment, including:

• Horizon
• Challenge Machinery
• Perfecta
• IntoPrint
• Xante
• MBM Corporation
• Graphic Whizard
• Other established manufacturers of print finishing and production equipment

Our product portfolio includes solutions for cutting, folding, perfect binding, bookletmaking, collating, trimming, slitting, creasing, die cutting and other print production applications.

The company’s experienced technical team supports equipment demonstrations, installations, operator training and ongoing customer needs, allowing the sales team to confidently represent sophisticated production equipment.

Primary Responsibilities

• Develop and execute a sales strategy for the assigned territory.
• Prospect for new customers and identify qualified capital-equipment opportunities.
• Manage and expand relationships with existing Northern Machine Works customers.
• Meet with business owners, executives, production managers and other decision-makers to evaluate their operational requirements.
• Recommend equipment and production solutions based on customer workflow, application, volume, labor and productivity needs.
• Prepare and present professional equipment proposals and quotations.
• Coordinate equipment demonstrations with customers, manufacturers and Northern Machine Works personnel.
• Manage the sales process from initial prospecting and needs analysis through proposal, negotiation and closing.
• Develop relationships with commercial printers, in-plant operations, universities, government agencies, trade binderies and other print-production organizations.
• Maintain an organized and accurate pipeline of prospects, proposals and active sales opportunities.
• Provide regular forecasts and updates on territory activity, customer meetings and expected equipment sales.
• Work with company leadership on pricing, deal structure, financing options and contract terms.
• Represent Northern Machine Works at industry events, trade shows, open houses and manufacturer demonstrations.
• Remain informed about industry trends, production technologies, competitive equipment and customer investment priorities.
• Travel regularly throughout the assigned territory for customer meetings, demonstrations and sales-related activities.

Territory

The territory includes:

• All of New Jersey
• New York City
• Long Island
• Southern New York and the Hudson Valley

The territory includes an existing Northern Machine Works customer base as well as substantial opportunity for new-account development.

The Senior Sales Executive will be expected to manage the territory independently, establish a consistent customer-visitation schedule and balance the development of new business with the expansion of existing accounts.

Qualifications

The ideal candidate will have:

• Successful business-to-business sales experience.
• Experience selling capital equipment, industrial machinery, production technology or other high-value business solutions.
• Print, bindery, packaging, mailing or graphic-arts industry experience is preferred.
• A demonstrated ability to prospect, develop a territory and close complex sales.
• Strong consultative-selling and needs-analysis skills.
• The ability to understand technical equipment and communicate its operational and financial benefits.
• Excellent written, verbal, presentation and negotiation skills.
• Strong organizational and follow-up capabilities.
• The ability to manage multiple long-term sales opportunities simultaneously.
• Comfort working independently in a field-based sales position.
• A professional approach to customer relationships and account management.
• A valid driver’s license and the ability to travel regularly throughout the territory.

Candidates with experience selling printing equipment, finishing equipment, production systems, industrial machinery, automation or related capital equipment will be strongly considered.

Performance Expectations

The Senior Sales Executive will be expected to:

• Build and maintain a healthy pipeline of qualified equipment opportunities.
• Develop new customer relationships throughout the territory.
• Increase Northern Machine Works’ equipment sales and market presence in New Jersey and New York.
• Maintain consistent communication, follow-up and activity throughout the sales cycle.
• Accurately forecast expected sales and keep company leadership informed of significant opportunities.
• Represent Northern Machine Works professionally and uphold the company’s longstanding reputation for integrity and customer commitment.

Compensation and Benefits

Northern Machine Works offers a compensation package that includes:

• Competitive base salary
• Equipment-sales commission
• Vehicle allowance
• Company-paid fuel for business travel
• Reimbursement of approved business travel expenses
• Benefits offered in accordance with company policies

Specific compensation terms will be discussed with qualified candidates and will be based on experience, industry knowledge and demonstrated sales ability.

Why Join Northern Machine Works?

• Join a respected company established in 1902.
• Represent recognized manufacturers and high-quality capital equipment.
• Sell within a large and potentially lucrative territory.
• Develop both established accounts and new customer relationships.
• Receive direct access to company ownership and senior decision-makers.
• Work with an experienced team that can support demonstrations, installations and equipment-related customer needs.
• Build a long‑term position within a stable, growing, family‑owned organization