Field Sales Engineer - West

JOB DESCRIPTION

Job Title: Field Sales Engineer – West

ABOUT OMI INDUSTRIES

At OMI Industries, we are committed to using the natural power of plant oils to produce safe, natural, and effective odor removing products without the use of harsh chemicals or artificial fragrances. With over 30 years of expertise, OMI is the world leader in manufacturing natural odor eliminating solutions for industrial, commercial, and consumer applications.

We are looking for a motivated Field Sales Engineer to join our growing team!

JOB PURPOSE

The Field Sales Engineer will manage relationships and drive sales for the Ecosorb Industrial brand in the West region of the United States. The Field Sales Engineer will use their technical skills to explain the benefits of OMI solutions and services to potential customers and demonstrate how effective our products are. Possessing extensive knowledge of OMI solutions and services and being able to communicate the scientific process that makes our products work is essential in this role.

This individual will report to OMI’s Director of Industrial Sales and will collaborate with Equipment Technology, Research & Development, Revenue Operations, and Sales team members.

JOB RESPONSIBILITY SUMMARY

• This is a hands-on, traveling role (up to 30-50% overnight travel) that requires a strong combination of creative thinking and quantitative skills to identify growth opportunities, define strategy, and implement programs that are both brand building and metrics driven.
• Prepare and deliver presentations explaining how Ecosorb solutions and services are superior and effective at solving complex odor issues.
• Selling Ecosorb products. This includes assessing customer needs, on-site visits, crafting custom proposals and quotes, assisting with installation and operations, and sustaining business in the assigned territory.
• Visit potential customers on site to demonstrate applications, teach them about products, how to select proper chemistry, source an odor, address an odor, and how an application system would be designed to distribute product.
• Craft one-of-a-kind winning customer proposals and quotes to influence customers that Ecosorb solutions and services will solve their odor issues.
• Manage and update customer information and leads in Salesforce CRM system.
• Troubleshoot systems and make small repairs on-site as needed with engineering support.
• Recommend improved materials or equipment to customers, showing how changes will increase efficiency.
• Collaborate often with the Engineering team, Service team, R&D, and Director of Industrial Sales to create efficient systems for each customer that bring in sales for the company.
• Other duties as assigned.

KEY COMPETENCIES:

• Prospecting: Finding needs in the marketplace to keep the pipeline full of potential customers for new business.
• Relationship building: Creating emotional engagement with customers. Building and maintaining positive working relationships characterized by a high level of inclusion, camaraderie, and mutual respect.
• Communication: Articulating thoughts and ideas clearly and effectively in written and oral forms in more than one language.
• Interpersonal skills: Building relationships with clients and effectively communicating with other members of the sales team.
• Sell benefits/value: Showcasing the ability to not only explain Ecosorb solutions and services, but how they solve the customers’ pains.
• Time management: Self-management and ability to hold self and others accountable for key deliverables in order to meet customer’s needs.
• Mechanical aptitude: Knowledge of tools and parts, as well as being able to teach and act on site.
• Technical aptitude: Knowledge or ability to learn Science and Engineering terminology, processes, and performance. Must be able to discuss chemistry with the Chief Scientific Officer as well as engineering and mechanical make-ups while on site visits with customers.

REQUIRED KNOWLEDGE, SKILLS, & ABILITIES

(To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and ability required.)

• Bachelor’s degree in business or engineering, or equivalent work experience required.
• 1 - 3+ years sales experience. Experience in Asphalt and/or Wastewater considered a plus.
• Experience supporting a product line or division in another company selling products to industry, specifically with technical products or services.
• Proven record of accomplishment of successful sales transactions.
• Proficient in all Microsoft Office suite; Word, Excel, PowerPoint, OneNote, Teams.
• Proficient use of Salesforce CRM or equivalent tracking system.
• Proficient understanding of developing sales goals and projections.
• Understanding of chemistry, physics, math, and construction applied to product design and systems.
• Ability to write presentations, letters, and formulate proposals.
• Collaborative approach with ability to lead across and communicate with all types of functions. (Sales, Marketing, Finance, Operations, Human Resources, Senior Leadership, etc.).
• Willingness to travel up to 30-50% overnight required. May fluctuate based on business needs.

TRAVEL/ATTENDANCE:

• Traveling to visit customers, trade shows, and corporate meetings/events is a key part of success. Domestic travel required (30-50% overnight travel). May fluctuate based on business needs.
• Large sales territory – covering several states in West territory including Oregon, Washington, and parts of Nevada, Arizona, and surrounding states. Regular travel throughout the region is required.
• When not traveling, the Field Sales Engineer will report out of their home office (Computer, phone, car allowance & fuel when traveling for work)

PHYSICAL REQUIREMENTS/HAZARDOUS WORKING CONDITIONS

(The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential work functions.)

• OMI Industries manufactures odor eliminating solutions. Chemical exposure to raw materials including plant oils, fragrances, and other materials will occur.
• The employee will be expected to travel frequently to customer sites including but not limited to asphalt plants, wastewater treatment facilities, and industrial refineries.
• The employee will be regularly required to sit; stand; walk; bend; climb; kneel; crouch; and reach using feet, legs, back, arms, and hands; to talk and hear.
• The employee must be capable of wearing required Personal Protective Equipment such as hard hats, safety glasses, gloves, steel-toed boots, hearing protection, and respiratory protection (including face masks and respirators).
• While on customer sites, the employee must be able to ascend/descend ladders and stairs, access rooftops, confined spaces, and uneven terrain
• The employee must be able to adhere to, evaluate, and act on safety protocols.
• They must have a tolerance for the state of sites (I.e., smell, odor, dirt).
• Must possess the ability to detect auditory and/or visual alarms.

WORK ENVIRONMENT:

Work may be conducted outdoors in a variety of weather conditions and environments with potential exposure to moving mechanical parts, hazardous substances, and biological waste.

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