Confidential
Specification Sales Representative
Northern California Region
Posted 7 days ago
Position Overview:
Representing more than 100 premier manufacturers, we deliver project-specific solutions that consistently exceed customer expectations from concept through completion.
The Specification Sales Representative – Northern California Region is responsible for developing and maintaining strategic relationships with architects, lighting designers, electrical engineers, interior designers, landscape architects, owners, and key influencers throughout the Northern California market. The role focuses on driving product specifications, identifying project opportunities early in the design process, and collaborating across sales, quotations, project management, and manufacturer partners to convert specifications into awarded business.
This position requires an individual who is highly visible in the market, passionate about customer relationships, technically proficient, and committed to delivering an exceptional customer experience.
The successful candidate will be expected to be an active participant in the design community by participating in industry organizations, networking events, trade shows, educational programs, and professional associations such as IES, AIA, ASID, IFMA, and other regional design and construction events. The successful candidate will be expected to build meaningful relationships, increase market visibility, and represent xxxx as a trusted industry partner.
Key Responsibilities:
Business Development & Specification Growth
- Develop and execute a strategic business plan to grow specifications and market share throughout the Northern California region.
- Build trusted relationships with architects, consulting engineers, lighting designers, interior designers, landscape architects, owners, and institutional clients.
- Position xxxx as the preferred resource for lighting, controls, and integrated building solutions.
- Identify project opportunities during conceptual, schematic, design development, and construction document phases.
- Influence product selection by delivering technical expertise, innovative solutions, and value-driven recommendations.
- Maintain a balanced project pipeline across healthcare, education, commercial, municipal, life science, hospitality, mixed-use, transportation, and design-build markets.
Customer Relationship Management
- Become a trusted advisor to assigned design firms and key decision-makers.
- Understand each firm’s organizational structure, project priorities, design philosophies, and specification practices.
- Conduct regular in-person sales calls and project reviews.
- Develop long-term relationships that create customer loyalty and repeat business.
- Anticipate customer needs and proactively provide solutions before requested.
- Represent the brand with professionalism, responsiveness, and integrity.
Product & Technical Expertise
- Serve as a technical resource for lighting, controls, emergency systems, and integrated technologies.
- Recommend appropriate products based on application, performance, sustainability, budget, and constructability.
- Conduct product presentations, lunch-and-learns, mock-ups, demonstrations, and educational programs.
- Stay current on product innovations, building codes, energy regulations, Title 24, and emerging technologies.
- Collaborate with manufacturer partners to position new products and strategic solutions.
Project Development
- Track opportunities in-market and out-of-market from initial specification through bid, award, purchase order, and project completion.
- Coordinate with the Quotations Team to develop strategic pricing and competitive positioning.
- Maintain regular communication with the contractor sales team and project stakeholders throughout the bid process.
- Monitor project activity and maintain accurate opportunity data within CRM systems.
- Document customer interactions, project updates, competitive intelligence, and next steps.
Internal Collaboration
Partner closely with:
- Quotations
- Project Management
- Customer Experience
- Controls & Systems Specialists
- Solutions Team
- Events
- Manufacturer Partners
- Participate in sales meetings, forecasting sessions, manufacturer reviews, and strategic planning.
- Share competitive intelligence and market trends across the organization.
- Assist with project transitions from specification through order execution.
Market Development
Increase awareness of the company's integrated portfolio through networking, industry organizations, and market engagement.
Participate in industry events including:
- IES
- AIA
- ASID
- IFMA
- Healthcare design organizations
- Engineering associations
- Industry trade shows
- Identify opportunities to introduce new manufacturers and technologies into the Northern California design community.
Desired Attributes:
Successful candidates will demonstrate:
- A relentless desire to win business while earning customer trust.
- A customer-first mindset focused on exceptional service.
- High energy with a proactive, solutions-oriented approach.
- Strong personal accountability and follow-through.
- The ability to make sound decisions and remove obstacles.
- Curiosity and continuous learning.
- Strategic thinking with strong business acumen.
- Excellent verbal communication and presentation skills.
- Emotional intelligence and professionalism in every interaction.
- A collaborative approach with internal teams and manufacturer partners.
- Strong organizational and project management skills.
Performance Expectations:
Success in this role will be measured through leading and lagging performance indicators, including:
- Growth in specification activity.
- New customer development.
- Design firm engagement.
- Project pipeline development.
- Specification-to-award conversion.
- Revenue growth.
- Quote follow-up effectiveness.
- OTS project registration and follow-up.
- Customer satisfaction.
- CRM data quality and activity documentation.
- Manufacturer feedback.
- Collaboration with internal teams.