Field Sales Engineer - West

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.

About the role

The Field Sales Engineer will manage relationships and drive sales for the Ecosorb Industrial brand in the West region of the United States. This hands-on, traveling role (up to 30-50% overnight travel) 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.

The role involves using technical skills to explain the benefits of OMI solutions and services to potential customers, demonstrating product effectiveness, and collaborating with internal teams such as Equipment Technology, Research & Development, Revenue Operations, and Sales. The Field Sales Engineer reports to OMI’s Director of Industrial Sales.

Responsibilities

• Prepare and deliver presentations explaining how Ecosorb solutions and services solve complex odor issues.
• Sell Ecosorb products by assessing customer needs, conducting 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, educate on product selection, odor sourcing, and system design for product distribution.
• Create tailored customer proposals and quotes to influence customers that Ecosorb solutions will address their odor issues.
• Manage and update customer information and leads in the Salesforce CRM system.
• Troubleshoot systems and make minor on-site repairs with engineering support.
• Recommend improved materials or equipment to customers, demonstrating how changes will increase efficiency.
• Collaborate with the Engineering team, Service team, R&D, and Director of Industrial Sales to create efficient systems for each customer.
• Other duties as assigned.

Key Competencies

• Prospecting: Identify needs in the marketplace to keep the pipeline full of potential customers for new business.
• Relationship building: Create emotional engagement with customers and maintain positive working relationships characterized by inclusion, camaraderie, and mutual respect.
• Communication: Articulate thoughts and ideas clearly and effectively in written and oral forms, potentially in more than one language.
• Interpersonal skills: Build relationships with clients and effectively communicate with other members of the sales team.
• Sell benefits/value: Explain Ecosorb solutions and services and how they solve customer pain points.
• Time management: Self-manage and hold self and others accountable for key deliverables to meet customer needs.
• Mechanical aptitude: Knowledge of tools and parts, with the ability to teach and act on-site.
• Technical aptitude: Knowledge or ability to learn scientific and engineering terminology, processes, and performance. Must be able to discuss chemistry with the Chief Scientific Officer and engineering/mechanical details during customer visits.

Requirements

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

Schedule

• Domestic travel required (30-50% overnight), including visits to customers, trade shows, and corporate meetings/events.
• Large sales territory covering several states in the West, including Oregon, Washington, and parts of Nevada, Arizona, and surrounding states.
• When not traveling, the Field Sales Engineer will work remotely from a home office (equipped with a computer, phone, car allowance, and fuel reimbursement for work-related travel).

Physical Requirements

• Exposure to raw materials including plant oils, fragrances, and other chemicals.
• Frequent travel to customer sites such as asphalt plants, wastewater treatment facilities, and industrial refineries.
• Regularly required to sit, stand, walk, bend, climb, kneel, crouch, and reach using feet, legs, back, arms, and hands; to talk and hear.
• Must be capable of wearing required Personal Protective Equipment (PPE) such as hard hats, safety glasses, gloves, steel-toed boots, hearing protection, and respiratory protection (including face masks and respirators).
• Ability to ascend/descend ladders and stairs, access rooftops, confined spaces, and uneven terrain.
• Must adhere to, evaluate, and act on safety protocols.
• Tolerance for site conditions (e.g., smell, odor, dirt).
• 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.