ARCHITECTURAL SALES REPRESENTATIVE JOB DESCRIPTION

Architectural sales representatives sell building products like doors, cladding, and lighting systems by getting them written into project specifications before bids go out. The work centers on architects, designers, and general contractors rather than end consumers, since specification approval at the design stage determines which products a contractor is allowed to install. Certifications like LEED and CSI membership often separate credible reps from the rest, particularly when codes such as IBC or NFPA 80 govern product compliance. Specification cycles can run for months, so the role demands patience as much as persistence.

As the Architectural Sales Representative, you own specification development for an assigned territory, working to get products approved into architectural and construction plans before competitors do. You'll coordinate with channel partners, distributors, and design firms while reporting into regional or VP-level sales leadership, balancing prospecting with account servicing.

Career Impact: Specification selling builds recognition with CSI-affiliated architects and designers that carries across the building products industry.

Business Impact: Securing a product's place in project specifications directly shapes which materials get installed across an entire territory's construction pipeline.

Growth Opportunity: Reps who master code-compliant specification writing (IBC, NFPA, ADA) often move into territory or regional sales management roles.

• Develop specification sales strategies for an assigned territory in coordination with sales leadership.
• Call on architects, designers, general contractors, and distributors to drive specification activity.
• Demonstrate product applications and installation guidance to designers and end users.
• Prepare project specifications and supporting documentation that meet relevant building codes.
• Track specification pipelines and account activity using a CRM system.
• Represent the company at trade shows and industry association events.
• Resolve customer pricing, order, and service issues across assigned accounts.
• Coach distributors and installers through product knowledge training sessions.

• Bachelor's degree in business, marketing, or a related field, or equivalent work experience.
• 3 or more years of outside sales experience, with a background in building or construction products preferred.
• Working knowledge of building codes and compliance regulations relevant to specified products.
• Strong presentation and communication skills for architect and designer audiences.
• Ability to read and interpret construction documents and project specifications.
• Proficiency with CRM and standard office software for tracking accounts.
• Willingness to travel regularly within an assigned territory.

• CSI membership or related specification-industry certification.
• LEED certification or familiarity with sustainable building standards.
• Experience with Bluebeam or similar shop drawing review software.
• Valid driver's license with a clean driving record for territory travel.

• Specification win rate, the share of bid projects where the product is named.
• Territory revenue growth against assigned quota targets.
• Number of new specification accounts opened per quarter.
• Pipeline value tracked in CRM across active projects.
• Trade show and seminar attendance converted into qualified leads.
• Typical tools: CRM software (commonly Salesforce); shop drawing review tools (commonly Bluebeam).

• Base Salary Range: $55,000 to $80,000 annually.
• Bonus: Commission or quota-based incentive, 10 to 25% of base.
• Equity: Not typically offered at this level.
• Health Benefits: Medical, dental, and vision coverage.
• PTO: 10 to 15 days annually, plus holidays.
• Common Perks: Company vehicle or mileage reimbursement, travel expense coverage.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Employment with this organization is contingent upon successful completion of a background check. All qualified applicants will be considered for employment without regard to race, color, religion, sex, national origin, disability, or veteran status, in accordance with applicable federal, state, and local law. Reasonable accommodations are available to applicants with disabilities upon request during the hiring process. Candidates must be authorized to work in the United States without employer sponsorship.

The Architectural Sales Representative owns specification development and sales across the assigned Florida territory, coordinating with channel partners and distributors to maximize project acquisition. Reporting to the V.P. of Sales, the role drives revenue growth for Kingspan Light + Air by building relationships with architects, designers, contractors, and commercial end-users.

Key Responsibilities

• Develop sales and marketing plan for assigned territory in conjunction with V.P. of Sales.
• Call on commercial architectural design firms, lighting designers, general contractors, interior designers, facility managers, developers, and channel partners to develop and support specification sales activities.
• Demonstrate product features and benefits, and provide product knowledge and installation assistance to customers, installers, and the design community.
• Educate customers on the proper application and use of Solatube products.
• Organize commercial specification sales campaigns, including prospecting for new accounts and servicing existing accounts.
• Work with channel partners and distributors to quote prices, close transactions, process orders, manage projects, and coordinate servicing of accounts.
• Survey the market and prospects, gathering comparative information on competitive products' performance and pricing.
• Manage time for maximum productivity, preparing efficient itineraries to maximize travel time and contain costs.
• Represent the Company and products at trade shows.
• Maintain records of specification activities and sales in Salesforce.com and manage the Configurator Database.
• Meet specification quotas and revenue targets for the territory.
• Complete and submit all expense, travel, and sales reports in a timely manner.
• Offer suggestions for product improvements and ideas for new products, and perform duties outside of territory as needed.
• Direct and participate in ongoing safety training, attend required meetings and trainings, and communicate effectively with peers, supervisors, management, and external contacts.

Qualifications & Experience

• Bachelor's degree in Architecture, Engineering, Business, and/or Marketing desired.
• Minimum six years of experience in regional outside sales, preferably in architectural specified sales related industry.
• Excellent presentation, written and oral communication, organizational, and mathematical skills, with an understanding of basic finance.
• Entrepreneurial spirit and mindset required.
• Computer competency in word processing, spreadsheet, database, and presentation software required; CAD and lighting design software competency desired.
• Salesmanship skills and ability to be a team player required.
• Valid driver's license and proof of insurability required.
• Position is salaried; must be drug free and may not use illegal or non-prescribed drugs.
• Good hearing and vision required, with the ability to perform frequent and prolonged standing, walking, and sitting, some climbing, and lifting up to 50 lbs.
• Uses standard office equipment.
• Overnight travel required, minimum of 30% of total time, with ability to operate a vehicle.

Embedded within TransCeramica's regional sales operation, the Architectural Sales Representative secures residential and commercial specifications within an assigned territory by building strong relationships with architects, designers, and fabricators. Working closely with TransCeramica's distribution partners and local sales team, the role delivers product knowledge seminars and manages specifications from selection through job completion to support territory growth.

Duties

• Travel frequently within the assigned region to meet with regular and prospective customers including architects, designers, developers, kitchen and bath, fabricators, and general contractors while developing strong working relationships.
• Pursue new clients and maintain existing ones, following up and reporting information as required including product forecast and construction schedules.
• Emphasize new product promotion during sales calls, presenting actual loose product samples.
• Schedule regular product knowledge seminars with architectural and design firms using proper presentation tools such as product samples, PowerPoint presentations, and appropriate literature.
• Develop in-depth knowledge and expertise of all TransCeramica products and installation methods by attending vendor presentations, workshops, and joint sales calls with vendors.
• Respond to the marketplace by providing value through being a knowledgeable rep with quick follow up.
• Work independently, cooperatively, and enthusiastically towards company and team goals and directives.
• Provide the highest level of customer service by generating and managing specifications from product selection through delivery and job completion.
• Set up and maintain client concerns and complaints by developing viable and fair solutions.
• Monitor competition by gathering current information on pricing, products, and merchandising techniques.
• Maintain and increase professional and technical knowledge by reviewing product literature and manuals and attending vendor seminars.
• Provide clients with current pricing, product changes, and order status.
• Promote TransCeramica products at various tradeshows and special events.
• Work closely with TransCeramica distribution in market and their sales team, filtering orders through them.
• Analyze client product needs, growth patterns, and market trends, multitasking and prioritizing work through effective time management.

Requirements

• BA degree or five years of equivalent combination of education, training, and/or work experience.
• Two or more years of sales or industry experience, preferably in tile and stone, builder, or design industries.
• Excellent verbal and written communication skills.
• Passion and aptitude for closing sales.
• Professional phone, email, and computer skills.
• Ability to lift up to 65 lbs.
• Friendly and outgoing personality with a positive attitude and polished appearance.
• Knowledge of tile and stone characteristics, with excellent understanding of design and color.
• Outside sales experience with a proven sales record and high sales aptitude.
• Flexibility, self-motivation, and drive to meet and exceed sales goals.
• Ability to travel within the designated sales territory.

Reporting to regional sales management, the Architectural Sales Representative shapes long-term relationships with architects, general contractors, designers, and developers while selling building products such as windows, doors, and brick. Partnering with the design and construction community at events like AIA and CSI trade shows, the role maintains a customer database to guide outreach and supports continuing education for clients.

Core Functions

• Sell architectural products such as windows, doors, movable walls, paints, brick, and stones.
• Strategically generate sales leads and increase product sales for the company.
• Travel frequently to meet with clients and attend trade shows, such as the American Institute of Architects (AIA) and Construction Specifications Institute (CSI).
• Attend shows offering presentations and seminars on existing products and promoting new products.
• Build and maintain long-term relationships with clients through excellent customer service.
• Follow up with clients and serve as a technical consultant as needed to ensure customer satisfaction.
• Understand clients' services to make appropriate product recommendations.
• Maintain a database of customers and prospects to guide outreach for new clientele.
• Train new employees on company products and teach continuing education classes when experienced.

Skills & Qualifications

• Experience in the architectural or construction industries to assist in the interpretation of plans and specifications preferred.
• Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
• Ability to write routine reports and correspondence.
• Ability to speak effectively before groups of customers or employees of the organization.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume, applying concepts of basic algebra and geometry.
• Ability to make sound decisions with limited supervision.
• Ability to deal effectively with diverse types of people.

Sitting at the intersection of distribution sales and commercial leadership, the Architectural Sales Representative builds business strategies across exterior building products including tile, stone, windows, doors, and siding within the Pacific Northwest territory. Operating under the direction of the Regional Sales Leader, the role manages channel partners such as wholesalers, dealers, builders, and architects to drive market share and revenue growth.

Primary Duties

• Ensure a safe working environment for all who directly or indirectly work for him/her.
• Work collaboratively with the Regional Sales Leader and regional sales team to target and successfully sell to potential customers.
• Manage and leverage key channel partners including wholesalers, dealers, builders, architects, and installers within the territory.
• Continuously build and report on market and business segment knowledge to understand trends and keep customers and the company operating successfully.
• Manage key metrics including forecast budgets, monitor financial performance including gross margin and sales revenue from new and existing products, and focus on market share gain activities.
• Execute strategic plans and drive programs that achieve the best top and bottom line performance for customers and the company.

Position Requirements

• Bachelor's degree preferred.
• Five or more years in outside sales or territory sales management.
• Marketing and/or building industry experience preferred.
• Experience working for a product leadership company where the focus is on value selling, not price.
• Interpersonal and written/oral communication skills with the ability to relate well and cooperate with others to effectively coordinate activities and accomplish goals.
• Proven success in developing new business and generating sales leads by managing a territory and selling activities.
• Demonstrated intermediate skills with standard personal computer word processing and spreadsheet software, including Microsoft Word, Excel, PowerPoint, Outlook, Internet, and CRM software.
• Excellent presentation skills before both small and large groups.
• Highest ethical and moral standards, with demonstrated ability to think strategically and execute strategic decisions.

Makes decisions and commits to actions with the appropriate information, highly motivated and results driven with a high entry level.

Broad operating ability with the capacity to adapt across cultures, environments, and styles.

A key member of the architectural hardware sales team, the Architectural Sales Representative develops new architectural customers by offering specification writing services for products including hollow metal doors, frames, and access control systems. Collaborating across the Distribution Development Manager and End User Consultant, the role ensures specifications meet national building codes while growing market share through AIA-registered educational programs.

Functions

• Develop new architectural customers by marketing company product lines and offering specification writing services to the architectural community.
• Routinely update architectural firm libraries with the latest Hiring Company catalogs and marketing material.
• Develop annual strategies, tactics, and contingency plans, in conjunction with the Distribution Development Manager and End User Consultant, to increase specific market share.
• Provide project specifications covering the spectrum of Hiring Company products and assemblies, including architectural hardware, hollow metal doors and frames, automatic swing, sliding, and revolving doors, fixed and operable interior glass assemblies, and access control products.
• Ensure that all specifications meet relevant national building codes.
• Prepare supporting documentation for presentation to the architect regarding specification.
• Provide analysis on product comparisons and application assistance.
• Provide electronic access control application assistance and coordination.
• Conduct reviews of shop drawings of distributor submittals utilizing Bluebeam software program.
• Conduct AIA registered educational programs (lunch and learn) to architectural firms and association events.

Education & Experience

• Associate degree, technical/vocational school degree, or equivalent.
• Three or more years of experience in the door and hardware industry.
• One or more years of architectural sales experience.
• Member of the Construction Specification Institute (CSI).
• Pursuit of industry credentials, with knowledge of the hardware industry and security integration systems.
• Bluebeam PDF software experience, detail orientation, and ability to meet deadlines and set priorities effectively.
• Knowledge of Hiring Company products preferred, with excellent communication skills.
• Knowledge of IBC-International Building Code, NFPA 101-Life Safety, NFPA 80-Fire Doors and Frames, NFPA 105, and ADA-Americans with Disabilities Act compliance regulations preferred.
• Willingness to travel 50% or more.

The growth of the cladding product line in the Edmonton region depends on the Architectural Sales Representative, who promotes products to builders, architects, designers, and specifiers while serving as liaison to vendor partners. Based within the local design and showroom community, the role schedules seminars and product knowledge training events while tracking industry and design trends.

Accountabilities

• Work with the design community in promoting cladding products along with new products as opportunities arise.
• Be a liaison between vendors and designers/specifiers in other product categories.
• Schedule product seminars with builders, architects, designers, and specifiers.
• Meet with potential clients in the showroom to review product selection.
• Report on industry and design trends.
• Attend trade shows, conferences, association meetings, and seminars as deemed necessary.
• Work with the sales team in finding selling opportunities.
• Work with vendor partners in learning and promoting their products.
• Travel to meet with existing and potential clients, represent the company at trade shows, and conduct product knowledge training events.

Background & Experience

• Extensive sales or industry related experience within the architectural and design community in cladding; marketing background would be an asset.
• Experience creating sales strategies for generating new opportunities, utilizing sales and marketing resources.
• Experience preparing and presenting job specifications.
• Demonstrated aptitude for technical problem-solving, with ability to determine and effectively present and sell solutions to customers through a consultative sales approach.
• Results-oriented with ability to work both independently and within a team environment.
• Proficiency in Microsoft Office (Word, Excel, and PowerPoint) with working knowledge of CRM systems.
• Ability to thrive in a fast-paced environment, with strong analytical skills and demonstrated ability to multitask with minimal supervision.
• Leadership experience with the ability to coach, motivate, and train others.
• Valid Canadian passport, Alberta driver's license, and clean driving record required as conditions of employment.
• Member of Construction Specifications Canada and/or possess a Certified Technical Representative (C.T.R.) certificate would be an asset.

As the Architectural Sales Representative, this role generates new business and exposure for Relative Space's flooring product offering across the Toronto/GTA area, serving architects, designers, contractors, and homeowners as a trusted consultant. The flooring sales team relies on this work to deliver four daily client-facing presentations and manage the transaction process from specification through closing.

Activities

• Develop relationships with new clients in various market segments.
• Foster and grow opportunities within existing accounts.
• Deliver sales presentations to prospective and present clients.
• Conduct four daily face-to-face presentations in person where applicable, and/or virtual.
• Monitor territory performance against established objectives, with results reported to the Sales Manager.
• Monitor progress within projects and territory updates in CRM.
• Stay abreast of industry, product, and economic territory and account changes.
• Own the customer transaction process from specification to closing.
• Meet company objectives of four customer-facing presentations per day, utilizing the ability to meet face-to-face or via virtual tools.
• Participate in after-hours industry and company events.

Professional Experience

• Understanding of selling luxury product lines.
• Familiarity with the designer, sub-trade, and procurement roles held by customers.
• Excellent negotiation and presentation skills.
• Minimum two years of sales experience, in the design industry preferred, along with basic knowledge of design and construction.
• Knowledge and/or experience in selling interior design, textiles, wallcovering, and flooring.
• Basic understanding of computer programs such as Excel, PowerPoint, CRM, and virtual presenting tools.
• Excellent interpersonal and communication skills.
• Self-driven personality, comfortable with both autonomy and direction.

Architectural Sales Representative manages relationships with architects and designers to present metal building envelope products and accessories while supporting Trimet's combined sales team strategy. Success in the position means resolving customer issues quickly, completing accurate market analysis, and entering orders efficiently to keep operations running smoothly.

Operational Focus

• Call on architects and designers to present and promote products.
• Recognize opportunities for future sales.
• Promptly answer customer phone calls and emails for orders, quotes, and inquiries.
• Be aware of the current market and complete market analysis to ensure Trimet remains competitive.
• Enter orders efficiently and accurately into the order system.
• Relay vital information to operations team members.
• Promptly and professionally resolve issues by clarifying issues, researching and exploring answers and alternative solutions, implementing solutions, and escalating unresolved problems.
• Be an effective member of the combined sales team and execute on the sales strategy.

Minimum Qualifications

• Excellent customer service skills on the phone and in person.
• Demonstrated ability for business development.
• Able to quickly learn technical information specific to metal building envelope products and accessories.
• Background in construction, manufacturing, or design preferred.
• Very comfortable with Excel, Word, and Outlook, and familiar with ERP programs.
• Aptitude for numerical calculations.
• Excellent English communication skills with the capacity to influence sales over the phone.
• Good abstract reasoning, able to read and understand 3D drawings.
• Estimating and takeoff experience from blueprints would be considered an asset.
• High school graduation is a requirement; formal sales training is desirable.

Reporting to the regional sales lead, the Architectural Sales Representative produces partnerships with architects, specifiers, third-party consultants, general contractors, and installers to position the company as a preferred weatherproofing product source. Partnering with the broader sales team, the role maintains a project pipeline in Salesforce.com and delivers product knowledge training to drive material specification changes.

Areas of Ownership

• Interface with and build relationships with architects, specifiers, third-party consultants, general contractors, and installers.
• Work collaboratively with the entire sales team to ensure sales opportunities are effectively executed.
• Develop partnerships within the general contractor and installer community to increase awareness of the company's products.
• Identify top general contractors that can influence material changes while positioning the company as a weatherproofing product of choice.
• Create and maintain a project pipeline in Salesforce.com.
• Conduct product knowledge trainings to general contractors and installers.

Technical Qualifications

• Three or more years of related sales experience.
• Well-developed presentation skills with the ability to plan, organize, and effectively present information, ideas, and concepts, and respond to questions in one-on-one and/or group situations.
• Understanding of building products sales channels and the typical flow of products through distribution channels to final application.
• Ability to read and interpret construction documents and specifications.
• Bachelor's degree and/or equivalent experience required.
• Desirable certifications include CDT (Certified Document Technology), LEED certification, and CSI membership or certification.

Embedded within the company's commercial sales team, the Architectural Sales Representative develops new business by presenting products and design ideas to the A&D community through personal outreach, eblasts, and social media. Working closely with the Commercial Accounts Sales Rep to support project bidding, the role tracks opportunities through CRM and Dodge systems while serving as a resource on products and design trends.

Day-to-Day Responsibilities

• Conduct presentations for the A&D community.
• Promote specific products and design ideas through personal contact, eblasts, and social media.
• Drive sales by developing relationships, identifying opportunities, and building brand awareness.
• Track projects and opportunities through CRM system and Dodge lead system.
• Work closely with the Commercial Accounts Sales Rep, as they need information to bid projects.
• Participate in relationship-building industry associations, events, trade shows, and leads groups.
• Be a resource for customers with knowledge of products, technical information, and design trends.

Knowledge Skills & Abilities

• College degree in design, business, marketing, or related discipline.
• Five years of sales experience.
• Strong interpersonal, negotiation, and business skills.
• Formal presentation skills and ability to deliver effective presentations to both individuals and groups.
• Experience with CRM and/or database maintenance for tracking projects and sales opportunities.
• Knowledge of industry trends, product lines, and technical information to serve as a credible resource for clients.