A&D Specialist

Formica Group•Seattle, WA

7d•$90,000 - $110,000

About The Position

Formica Corporation is seeking an experienced A&D Specialist based in the Pacific Northwest, covering Washington, Oregon, Alaska, and Northern Idaho. The position manages architectural and design specification activities across the territory, including projects that may be built locally, nationally, or globally. The specialist generates leads, develops A&D customers, earns specifications for Formica’s products, and builds awareness of the Formica brand among architectural, design, and specification communities. The role identifies high-value projects in planning stages, supports Formica personnel in closing projects, and educates applicators, installers, and dealers on the benefits of Formica’s branded products. The specialist develops market strategies to position Formica’s House of Brands in residential and commercial segments, collaborates with the sales organization to create revenue, supports Territory Managers at the dealer level, works with Marketing on promotional tools, and collaborates with Customer Service Representatives. The role works as part of a specification team with Territory Managers, an Inside Sales Representative, and distributor partners, and uses Salesforce.com to manage territory projects. It also works with distributor branches on project tracking, A&D initiatives, and coaching distributor specification representatives. This field-based sales position requires travel and the ability to safely lift and transport product samples and presentation materials weighing up to 50 pounds. The stated base salary is $90,000–$110,000 annually, plus a location-based cost-of-living adjustment and annual sales incentive.

Requirements

At least 3 years of solutions-based sales experience.
Previous business-to-business sales experience.
Knowledge of or experience in the construction and/or design industries.
Ability to travel.
Ability to coach, manage, and motivate others to achieve results.
Excellent verbal and written communication, interpersonal, negotiation, analytical, problem-solving, and judgment skills.
Ability to collaborate and coordinate across the internal organization, including Field Sales, Marketing, and Legal.
Proficiency with Microsoft Office, especially Excel.
Experience using CRM, specifically Salesforce (SFDC), to manage a sales territory effectively.
Ability to organize and manage time.
Ability to provide win-win solutions to customer needs.
Ability to present a value proposition and handle price discussions and negotiations.
Ability to balance internal relationships with external customer demands.
Demonstrated passion for sales.
Strong presentation and demonstration skills.
Ability to safely lift and transport up to 50 pounds of product samples and presentation materials.
Ability to meet the physical requirements of a field-based sales position, including frequent travel, standing, walking, bending, and carrying materials.

Nice To Haves

Background in construction materials.
LEED AP or GA credential.
Knowledge of local or regional markets.
Keen sense for creative design.

Responsibilities

Serve as a key member of the specification team, working with the Territory Manager, Inside Sales Representative, and distributor partners in the assigned geographic area.
Generate leads, develop A&D customers, and secure product specifications throughout the assigned territory.
Create awareness of the Formica brand and products among architectural, design, and specification communities.
Manage the architectural and design specification process, including specifications for projects built locally, nationally, or globally.
Identify high-value projects in the planning stages and support Formica personnel in bringing projects to close.
Work closely with Territory Managers to track and close specified projects.
Develop a market strategy to position Formica’s House of Brands with key accounts and capture residential and commercial market share.
Communicate and collaborate with the sales organization to promote Formica brands and products and create revenue.
Support Territory Managers at the dealer level to increase sales of Formica products.
Work with Marketing to develop promotional tools and engage the A&D Spec Manager to align tool needs.
Collaborate with Customer Service Representatives.
Interact with local distributor branches to facilitate project tracking, execute A&D initiatives, and coach distributor specification representatives.
Educate applicators, installers, and dealers about the beneficial use of Formica’s branded products.
Use Salesforce.com to manage projects and the sales territory.

Benefits

Competitive base salary plus annual sales incentive and a location-based cost-of-living adjustment.
Company vehicle.
Medical and prescription drug coverage.
Dental coverage.
Flexible Spending Accounts for healthcare and dependent care.
401(k) Savings Plan with matching provision.
Paid time off.
Paid holidays.
Tuition reimbursement.
Life and voluntary optional life insurance.
Short-term disability coverage.
Voluntary long-term disability coverage.
Employee Assistance Program.
Employee product purchase discount.