Technical Sales Specialist

About the role

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 Bag 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.

Responsibilities

• New Business Development Support
• Partner with regional sales teams to identify and develop opportunities for bag machine upgrades, retrofits, modernization projects, and productivity improvements.
• Evaluate customer production environments and bag 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 bag 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 bag 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, bag 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 bag converting market.
• Support strategic initiatives aimed at expanding the Converting Technologies aftermarket and services business across North America.

Requirements

• 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 bag 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 tec

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