Director of Sales

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Job description

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 nearly 30 years of expertise, OMI is the world leader in manufacturing natural odor eliminating solutions for industrial, commercial, and consumer applications.

Job Description for Director of Industrial Sales:

The Director of Industrial Sales provides direction to sales, marketing, engineering, and research & development as it pertains to the Ecosorb Industrial product line. The primary role of the Director of Industrial Sales is to motivate and support sales members to help meet the organization's key objectives. This individual is responsible for reviewing performance via Salesforce CRM, creating lasting relationships with internal and external stakeholders/partners, and ensuring Ecosorb is at the forefront of industry vertical markets that require odor abatement.

The Director of Industrial Sales is responsible for staying abreast of current trends and customer needs while liaising between OMI's Technology and Research & Development teams to ensure that OMI provides a comprehensive odor abatement solution while remaining profitable. A deep understanding of various markets is required to lead various departments towards success and growth. The Director of Industrial Sales will report directly to OMI's Chief Operating Officer and will manage a robust team of sales engineers, consultants, and support staff.

Responsibilities of Director of Industrial Sales include, but are not limited to:

• This is a hands-on, traveling role 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.
• Create and develop mid to long-term sales projections for both new and existing categories which is insight driven and actionable.
• Identify opportunities and barriers that have the ability to impact the Ecosorb brand's long-term sales goals.
• Influence OMI's marketing efforts in determining which vertical markets offer the most growth opportunities for OMI.
• Create action-orientated tasks for sales team to achieve based on direction from key stakeholders.
• Create and review annual and monthly revenue and profit targets.
• Review and assign all opportunities generated through marketing initiatives.
• Support and manage sales team with customer presentations, proposals, and on-site meetings with customers.
• Assist with all major presentations, both in preparation and presentation.
• Review all customer proposals and orders for accuracy.
• Provide and approve solutions to the Industrial team when customer conflicts arise.
• Review all marketing collateral to ensure content accuracy.
• Assist Engineering and Research & Development on prioritizing Industrial projects that require their involvement including Custom blend creation, gas testing and analysis, and equipment parts/functionality.
• Manage relationships with domestic and international distributors and partners and troubleshoot any issues that arise.
• Review and approve all travel expenses.
• Price current and new Ecosorb products.
• Assist with inventory control as needed.
• Attend tradeshows and introduce new industry leaders to the Ecosorb odor control solution.
• Manage performance and achievement of multi-disciplinary team on a daily basis.
• Other duties as assigned.

Experience / Requirements of Director of Industrial Sales:

• Bachelor's Degree in Business Marketing, Engineering, or Chemistry; or equivalent experience. Master's degree considered a plus.
• Proven track record of success in Industrial sales vertical.
• 10+ years in Industrial sales of manufactured products or chemicals. Experience in Asphalt, Wastewater, Municipalities, Solid Waste, Cannabis considered a plus.
• 10+ years in Sales and Business Management, with professional personnel supervision.
• Management of a product line or division in another company selling products to Industry, specifically with technical products or services.
• Proficient in all Microsoft Office suite; Word, Excel, PowerPoint, OneNote, Teams.
• Strong understanding of Salesforce CRM or equivalent tracking system.
• Proficient understanding of developing individual/team sales goals and projections.
• Understanding and exposure to COGS and profit margins.
• Tradeshow and market specific event participation and planning.
• Highly collaborative approach with ability to lead across and collaborate with all types of functions. (Sales, Marketing, Finance, Operations, HR, Senior Leadership, etc.)
• 50% travel required. 75% travel during the first year.
• International travel occasionally required.

Key Competencies:

• Creation of sales presentations and customer proposals.
• Profit management.
• Personnel management to help team members achieve personal and professional success.
• Distributor management.
• Understanding or the 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.
• Mechanical aptitude, including knowledge of tools and parts, as well as being able to teach and act on site.
• Understanding of Industrial vertical markets - Asphalt, Wastewater, Solid waste, Cannabis, Food processing, plastics, etc.
• Understanding of Distribution and Representation agreements.

Work Environment:

• 50% travel required. 75% travel expected during the first year.
• When not traveling, the Director of Sales will report out of their home office.
• OMI Industries manufactures odor eliminating solutions. Chemical exposure to raw materials including plant oils, fragrances, and non-volatile materials in high concentrations is likely to occur.
• Exposure to odors, dirt, and other industrial nuisances is likely to occur.
• Loud noises from machinery in the field is likely to occur.