Sales Engineer

The Sales Engineer role combines technical expertise with sales acumen to develop customer relationships, understand complex packaging challenges, and deliver customized solutions that maximize packaging line UPTIME for our clients.

Essential Job Functions

Sales & Business Development

• Identify and develop new business opportunities in the food, dairy, and beverage packaging industries
• Build and maintain strong relationships with existing and prospective customers
• Conduct site visits and line assessments to understand customer operational challenges
• Prepare and present technical proposals and quotations for packaging system solutions
• Negotiate contracts and close sales to meet or exceed revenue targets
• Collaborate with internal teams to ensure customer satisfaction and project success

Technical Expertise & Solution Design

• Analyze customer packaging line requirements and recommend appropriate automation solutions
• Work closely with Application Engineers and Design Engineers to develop custom packaging systems
• Provide technical guidance on conveyor systems, end-of-line equipment, and integration solutions
• Support customers through the entire project lifecycle from initial consultation to installation
• Conduct technical presentations to customers
• Stay current with industry trends, technologies, and competitive landscape

Customer Support & Relationship Management

• Serve as primary point of contact for assigned accounts
• Coordinate with Project Management team to ensure timely project delivery
• Support customers with technical questions and troubleshooting
• Identify opportunities for upgrades, retrofits, and additional services
• Gather customer feedback to inform product development initiatives
• Other duties as assigned by management.

Qualifications

• Minimum 3-5 years of sales experience in industrial equipment, packaging machinery, or related technical field
• Experience in food, dairy, or beverage manufacturing environments preferred
• Proven track record of meeting or exceeding sales targets over $15M year-over-year
• Strong understanding of capital equipment packaging machinery, conveyor systems, and automation technologies
• Knowledge of food safety regulations and sanitary design principles
• Ability to read and interpret technical drawings and specifications
• Familiarity with PLC controls and industrial automation systems
• Understanding of material handling and end-of-line packaging processes
• Previous experience selling packaging equipment or automation solutions
• Knowledge of co-packing operations and contract manufacturing
• Understanding of lean manufacturing principles and operational efficiency
• Experience with retrofitting and upgrading existing packaging lines
• Project management experience or certification
• Experience with trade shows and industry events
• Technical writing and documentation skills
• Proficiency in CRM software and Microsoft Office Suite
• Understanding of Sandler Selling Principles

Educational Requirements

• Bachelor’s degree in engineering (Mechanical, Electrical, Industrial, or related field) preferred

Travel Requirements

• Domestic travel: Up to 50%
• International travel: Occasional (5-10%)
• Customer Site visits, trade shows, and training events

Physical Requirements

·      Ability to sit or stand for long periods, especially during travel or client meetings.

·      Ability to lift up to 25 pounds, such as product samples, marketing materials, or trade show supplies. Frequent walking, standing, and moving between client sites, vehicles, and meetings.

·      Visual acuity to read documents, product information, and computer screens.

Core Principles

Unwavering Integrity

We refuse to compromise our ethics and high professional standards in order to achieve desired outcomes.

- We do what is right.

- We treat others the way we wish to be treated.

- We do nothing to betray a confidence, stretch the truth, or mislead others.

- If we are unable to honor a commitment we promptly inform those affected.

- We accept responsibility and apologize if we erode trust.

- Our words are constructive, respectful, and supportive of others and our company.

- We freely share ideas and opinions, and deal with differences professionally.

- We do not compromise the safety or well-being of others or ourselves. 

Servant’s Heart

We possess a never-ending desire to serve and support others.

- We understand that our work must satisfy our customer’s expectations for quality and value.

- We are polite, respectful, and show great consideration for others time and needs.

- Every opportunity to serve a customer is met with our can-do attitude, empathy, and humility.

- We seek first to understand before attempting to be understood.

- We provide timely responses to customer requests.

- Our friendliness and initiative make it easy for customers to work with us.

- With great urgency we take definitive action to remedy unmet expectations.

- We look for ways at every turn to exceed customer expectations. 

Ownership Spirit

Our passion for employee ownership is demonstrated in everything we do.

- We put forth the time and energy it takes to get a job done right.

- We are collaborative team players who are highly relational and results driven.

- We trust that employee owners have the customers’ and companies’ best interest in mind, so we focus on solutions rather than blame.

- We make positive impressions through our professional appearance and conduct, attention to detail, and communication.

- We are proud ambassadors of our products, services, and company.

- Our attitude and actions help nurture a welcoming culture of inclusion, unity, and cooperation.

- We are highly adaptable when faced with changing situations, conditions or complex problems.

- We treat company resources as if they were our own. 

Continuous Innovation and Improvement

We challenge the status quo and strive for excellence in all our work.

- We proactively initiate improvements in our know-how, products, services, safety, and processes.

- We innovate through technology and process development to create differentiated value and customer experiences.

- We engage in constant learning to improve our skills and understanding of our business.

- We tenaciously identify and drive out waste.

- When identifying problems we ask what we ourselves can do to improve the situation.

- We share relevant learning with those who need to know.

- We are relentless in our efforts to create and sustain organized work areas and process.

- We initiate and embrace change for the opportunity it may present. 

Competencies

Job Specific:

·   Presentation Skills – Uses communication skills to develop messages for various audiences. Able to measure audience response and adapt accordingly.

·   Sales Skills - Able to bring sales opportunities to closure with a customer focused mindset with consultative selling approach. 

·   Communication – Shows an understanding of the need to initiate or respond to information in an appropriate, timely and complete manner. Oral and written communications are usually acceptable, being both comprehensible and appropriate.

• Drive for Results - Meets expectations and completes tasks according to plan. Results-driven. Provides the objectives, resources and motivation needed to achieve quality results. Stays on a focused, efficient path for achieving results. Meets deadlines, hits milestones.
• Problem Solving - Able to solve problems using logic, judgment and data to determine effective solutions.
• Priority Setting - Plans and organizes work activities – ability to work independently and manage multiple projects simultaneously.