Technical Sales Specialist

Job description

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. #LI-EA1 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