Sales Engineer

Filamatic•Baltimore, MD

6d•Onsite

About The Position

Filamatic is seeking a Sales Engineer who is the primary technical-commercial resource within the sales organization, connecting customer operational requirements to Filamatic equipment and system capabilities. You will qualify opportunities, capture and translate customer specifications, partner with Application Engineering to assess feasibility, and develop customer-ready technical proposals. The Sales Engineer also delivers technical presentations and product demonstrations that build customer confidence and advance the sales cycle. You will be focused on Large Machines, Intermediate Machines, and Aftermarket Upgrades / Retrofits and is based in Baltimore, MD.

Requirements

Bachelor’s degree in Mechanical Engineering, Packaging Engineering, Industrial Engineering, or related technical field (or equivalent relevant experience)
4+ years of experience in technical sales, applications engineering, or sales engineering within packaging machinery, automation systems, or industrial capital equipment
Ability to interpret customer specifications, line layouts, and technical drawings to define scope and constraints
Experience developing technical proposals and delivering presentations to mixed technical and commercial audiences
Working knowledge of packaging line operations, OEE principles, and ROI/value frameworks used in automation and capital equipment decisions
Proficiency with CRM platforms, Microsoft Office, and proposal development tools

Nice To Haves

Experience with primary and/or secondary packaging automation platforms including form-fill-seal, cartoning, case packing, palletizing, liquid filling, capping, labeling, or conveying systems
Familiarity with PLC/HMI systems, controls integration, and Industry 4.0 connectivity requirements
Exposure to pharmaceutical, diagnostic, biotech, and personal care / cosmetic liquid applications
Experience with CAD tools or packaging line simulation software
PMMI or other packaging industry certifications or training

Responsibilities

Engage early in the sales cycle to qualify inbound leads and outbound prospects against defined criteria (application fit, budget availability, competitive position, and decision timeline).
Conduct structured discovery conversations with customer engineering, operations, and procurement stakeholders to clarify requirements (throughput targets, package formats, regulatory constraints, and integration needs).
Document and communicate qualification findings to the National Sales Manager and Regional Sales Team to inform prioritization and resource allocation.
Identify upselling and cross-selling opportunities within existing accounts during engagement.
Conduct detailed remote assessments of customer packaging operations to identify pain points, inefficiencies, and automation opportunities.
Capture complete customer specifications including line speeds, package types and dimensions, upstream and downstream integration requirements, facility constraints, and compliance requirements.
Translate customer operational language into structured application briefs that enable Application Engineering to evaluate feasibility and develop solution concepts.
Serve as the primary interface between the customer and internal Application Engineering during the technical evaluation phase, managing the feedback loop and translating technical content into accessible language.
Escalate scope ambiguities, application risks, or feasibility concerns proactively to Engineering and Sales leadership.
Lead the development of technical and commercial proposals for capital equipment opportunities, upgrades, and aftermarket programs.
Ensure proposals accurately reflect customer specifications, proposed solution scope, performance guarantees, lead times, and pricing—coordinating with Application Engineering, Product Management, and Finance as needed.
Tailor proposal narratives to address customer-specific decision criteria, ROI expectations, and competitive differentiators.
Manage proposal timelines to meet customer-driven deadlines and sales cycle requirements.
Engage customers in early-stage budget conversations to establish realistic investment expectations and assess alignment with internal pricing structures.
Develop preliminary cost estimates and budget ranges for pre-proposal opportunities, and identify customer cost targets, budget approval processes, and capital appropriation timelines to inform deal strategy and close planning.
Develop and deliver technical presentations to audiences including plant engineers, operations managers, procurement teams, and executive stakeholders.
Clearly articulate solution architecture, performance capabilities, integration approach, and total cost of ownership.
Plan and execute product demonstrations—including live demonstrations at company facilities, virtual demos, and customer site trials—to address buying criteria and objections.
Customize demo content and messaging to the specific application, vertical market, and competitive context.
Assess competitive position on active opportunities by gathering and analyzing information on competing OEMs, integration approaches, and pricing benchmarks.
Provide the sales team with differentiation strategies and objection-handling guidance.
Contribute structured competitive intelligence to Product Management and Marketing to inform roadmap priorities and positioning materials.
Support Regional Sales Managers on technically complex or strategically important opportunities through joint customer calls, site visits, and proposal reviews.
Provide technical training and selling tools to regional account managers and channel partners.
Participate in trade shows, industry conferences, and customer events as a technical subject matter expert.