Technical Sales Specialist

About Us:

BW Converting is a strategic alliance of resources and services that bring together several Barry-Wehmiller companies - Paper Converting Machine Company (PCMC), Winkler + Dünnebier (W+D), STAX Technologies, Hudson-Sharp, Baldwin Technologies and Northern Engraving and Machine. These industry leaders offer trusted brands and innovative technologies in the design, manufacture, and service of high-performance converting and packaging machinery for the tissue, nonwovens, hygiene, bag-converting, mailing, and printing industries.

Barry-Wehmiller is a diversified global supplier of engineering consulting and manufacturing technology for the packaging, corrugating, sheeting and paper-converting industries. By blending people-centric leadership with disciplined operational strategies and purpose-driven growth, Barry-Wehmiller has become a $3 billion organization with nearly 12,000 team members united by a common belief: to use the power of business to build a better world.

Job Description:

The Technical Sales Specialist supports the growth of the Converting Technologies Envelope Machine business across North America by providing technical expertise and commercial support throughout the customer lifecycle-from opportunity identification and solution development to successful execution of sold projects.

This role acts as a technical bridge between customers, sales, engineering, and operations to develop solutions that improve machine performance, support upgrades and modifications, and drive aftermarket and modernization opportunities. The Technical Sales Specialist plays a key role in both developing new business opportunities within the installed base and ensuring successful technical delivery of sold work.

Key Responsibilities

New Business Development Support

• Partner with regional sales teams to identify and develop opportunities for envelope machine upgrades, retrofits, modernization projects, and productivity improvements.
• Evaluate customer production environments and envelope converting processes to identify performance improvement opportunities.
• Participate in customer meetings, plant visits, and technical discussions to assess equipment needs and recommend solutions.
• Support the development of technical proposals, scopes of work, and solution concepts for envelope machine improvements and upgrades.
• Provide technical input during the quotation process, including defining specifications, solution feasibility, and cost considerations.

Sold Work & Project Execution Support

• Support the successful execution of sold projects by ensuring technical alignment between customers, engineering, and project teams.
• Participate in project kickoff meetings to confirm scope, technical specifications, and customer expectations.
• Serve as a technical resource during project execution to resolve technical questions and support implementation.
• Assist in managing technical clarifications and scope adjustments throughout the project lifecycle.
• Support installation, commissioning, and customer acceptance activities when technical expertise is required.

Technical Expertise & Solution Development

• Serve as a subject matter expert on Converting Technologies envelope machine platforms and the installed equipment base.
• Translate customer production challenges into technical requirements for engineering and operations teams.
• Collaborate with engineering teams to develop machine upgrades, automation improvements, and performance optimization solutions.
• Support feasibility assessments and solution development for complex aftermarket and modernization opportunities.
• Provide guidance on machine capabilities, envelope converting processes, and equipment performance optimization.

Cross-Functional Collaboration

• Work closely with engineering, service, operations, and project management teams to ensure alignment between sales and project execution.
• Provide field insights and customer feedback to engineering teams to support continuous product and solution improvements.
• Ensure technical consistency between proposals, engineered solutions, and final project delivery.

Market & Opportunity Development

• Identify opportunities within the installed base to expand upgrade, modernization, and automation offerings.
• Monitor customer needs, production trends, and operational challenges within the envelope converting market.
• Support strategic initiatives aimed at expanding the Converting Technologies aftermarket and services business across North America.

Qualifications

• Bachelor's degree in Engineering, Engineering Technology, or a related technical discipline preferred.
• 5+ years of experience in technical sales, applications engineering, or industrial machinery support.
• Experience with envelope converting equipment, packaging machinery, or flexible packaging manufacturing preferred.
• Ability to interpret engineering drawings, technical specifications, and machine system designs.
• Strong analytical and problem-solving skills.
• Excellent communication and collaboration skills with both technical and commercial teams.

Key Competencies

• Technical solution development
• Customer relationship management
• New business opportunity support
• Cross-functional collaboration
• Commercial awareness
• Continuous improvement mindset

Travel

• Up to 40-50% travel across North America to customer sites and company locations.

The approximate pay range for this position is $96,000 - $120,000 annually. Please note that the pay range is a good-faith estimate at the time of posting and may vary based on factors such as experience, skills, and geographic location. Our complete benefits package includes: medical, dental, and vision insurance; paid time off; 401k plan with company match.

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At Barry-Wehmiller we recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. We know that our differences often can bring about innovation, excellence and meaningful work-therefore, people from all backgrounds are encouraged to apply to our positions. Please let us know if you require reasonable accommodations during the interview process.

Barry-Wehmiller is an equal opportunity employer. M/F/D/V This organization uses E-Verify.

Applicants may be subject to pre-employment screening which may include drug screening, reference checks, employment verifications, background screening and/or skills assessments.

Company:

BW Converting