Field Sales Service Specialist in Beaverton, Michigan at Brown Machine Group

BMG is a thermoforming packaging/automation solutions leader focused on a customer-centric approach to designing and building capital equipment machinery, tooling systems, and packaging automation solutions. We are a global organization representing the world’s most extensive thermoforming portfolio in the following industries: automotive, medical, electronics, horticulture, food, and process automation.

Position Scope:

BMG has an exciting opportunity for a Field Sales Service Specialist role which focuses on sales and occasionally doing service work at customer sites. This role will drive aftermarket revenue growth by delivering consultative, value-based solutions across BMG’s installed base (Brown, Lyle, GN) and selected competitor equipment throughout North America. Location preference is for candidates near our sites in Beaverton, MI or Knoxville, TN. This position can be fully remote for candidates who meet all qualifications.

The ideal candidate is a technically grounded aftermarket professional who combines strong mechanical aptitude with consultative selling skills. You are comfortable diagnosing equipment issues on the plant floor and converting those findings into clear recommendations and commercial proposals. You build credibility with plant and maintenance leaders and thrive in a high-travel role focused on results.

KEY RESPONSIBILITIES:

1. Manage and grow customer accounts across North America, serving as the primary aftermarket commercial and technical point of contact.
2. Develop and execute territory sales plans to drive aftermarket growth across parts, preventative maintenance (PM) programs, training, rebuilds, and service solutions.
3. Identify, qualify, and close aftermarket opportunities using a consultative, value-based selling approach focused on customer uptime and lifecycle performance.
4. Promote and sell BMG aftermarket offerings, including spare and critical parts, PM plans, training programs, process optimization services, and equipment rebuilds or upgrades.
5. Identify, target and develop new customer accounts within the assigned territory, including prospecting competitor-installed bases, generating qualified leads, and converting opportunities into long-term aftermarket relationships.
6. Conduct structured on-site equipment and plant audits, including machine walkdowns, condition assessments, and maintenance practice reviews.
7. Evaluate equipment health, wear patterns, safety risks, operating practices, and lifecycle stage.
8. Identify root causes of downtime, quality issues, reliability risks, and maintenance gaps.
9. Document audit findings and present clear, prioritized recommendations aligned with customer operational and business goals.
10. Perform hands-on service work during customer visits, including inspections, preventative maintenance tasks, troubleshooting, adjustments, and minor repairs, in accordance with BMG safety and quality standards.
11. Support execution of sold PM plans, rebuilds, training, and service solutions through on-site technical participation when required.
12. Collaborate with Service, Engineering, and Inside Sales to define technical scope, pricing, timelines, and execution plans.
13. Support implementation of sold solutions by coordinating internally and maintaining customer alignment throughout execution.
14. Identify opportunities for long-term service agreements, recurring revenue models, and lifecycle support programs.
15. Build strong relationships with customer stakeholders, including plant management, maintenance leadership, engineers, and operators.
16. Develop a deep understanding of customer processes, production demands, and uptime requirements.
17. Monitor and report competitive activity, customer buying behavior, pricing expectations, and market trends.
18. Maintain accurate CRM records and timely reporting, including account activity, audit findings, opportunities, pipeline, trip reports, and market intelligence.
19. Support sales forecasting activities and attend team meetings.
20. Stay current on thermoforming technology, OEM platforms, and industry best practices, and contribute ideas for continuous improvement and strategic initiatives.

REQUIRED QUALIFICATIONS:

1. Four-year degree and/or minimum five years of relevant experience in aftermarket sales, service, or capital equipment support.
2. Experience with capital equipment, plastics machinery, thermoforming, tooling, or industrial automation preferred.
3. Strong mechanical aptitude with the ability to assess mechanical, pneumatic, electrical, and control systems.
4. Demonstrated experience conducting equipment audits, assessments, or technical evaluations.
5. Ability to read drawings, schematics, and BOMs and identify wear components and risk areas.
6. Familiarity with ERP systems (Epicor preferred) and CRM tools.
7. High proficiency in Microsoft Office (Excel, Word, PowerPoint, Outlook).
8. Strong communication and presentation skills, including customer-facing technical reviews.
9. Willingness to travel frequently (approximately 75%).
10. A minimum requirement of this position is the ability to work in the United States on a permanent basis. No visa sponsorship/support is available for this position.

ENVIRONMENT/PHYSICAL REQUIREMENTS:

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift 15 lbs. at times.
• Must be able to access and navigate each department at the organization’s facilities (i.e. climb stairs, ladders, etc. and in proximity to industrial equipment)

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BMG is an Equal Employment Opportunity employer and all qualified applicants for employment will receive consideration for employment without regard for race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other legally protected characteristics.

We are committed to working with and providing reasonable accommodation to individuals with disabilities. If you need a reasonable accommodation for any portion of the employment process, please call 989-435-7741 and ask for Human Resources.