Architectural Sales Representative - East Coast

USMPC Buyer Inc • Stanhope, NJ

5h • $130,000 - $145,000 • Remote

About The Position

The Architectural Sales Representative is a consultative specification-sales role focused on influencing how architects, specifiers, structural engineers, fire protection consultants, owners, and owner representatives evaluate and specify passive fire protection (PFP) solutions. The role supports Isolatek's market-penetration strategy by increasing consideration and appropriate specification of Intumescent Fire Resistive Materials (IFRM), helping design professionals choose fit-for-purpose solutions, positioning appropriate Isolatek systems as the basis of design, and helping convert specifications into awarded business.

This is not a traditional transactional territory-sales position. Success requires credibility with the architectural community, an established network of design-professional relationships, strong technical and presentation skills, and a record of using education, demonstrations, consultative problem solving, and specification support to influence design behavior. The representative identifies projects early, stays engaged through specification and bidding, and partners with Isolatek's field sales organization to retain specifications and improve conversion.

This is a remote, field-based role covering an assigned East Coast region, with approximately 75% travel. The representative is expected to spend at least three days per week in in-person engagement and territory development. The anticipated base salary is $130,000–$145,000, with possible annual discretionary incentive compensation based on company and individual performance.

Requirements

• Demonstrated successful experience in architectural specification sales, technical building-product sales, or a closely related role calling directly on architects, engineers, and specifiers.
• Proven track record of introducing and promoting products or solutions to the architectural community and changing specification behavior through education, technical presentations, demonstrations, and consultative selling.
• Direct experience influencing specifications and supporting projects from early design through specification, bidding, and commercial handoff or award.
• Established network of architectural and/or engineering contacts in the assigned region and ability to gain access to key design decision-makers.
• Working knowledge of architectural design and specification processes, including product consideration, basis of design, project specification, bidding, substitution review, and award.
• Ability to understand and communicate technical building-product information, performance requirements, specifications, application limitations, installed-cost drivers, and lifecycle value.
• Ability and willingness to develop strong working knowledge of SFRM and IFRM, including where each is most appropriately specified.
• Familiarity with commercial construction stakeholders and the roles of architects, specifiers, engineers, owners, consultants, construction managers, general contractors, and specialty contractors.
• Bachelor's degree in architecture, engineering, construction, business, marketing, or a related field; equivalent relevant industry experience will be considered.
• Exceptional presentation, public-speaking, and facilitation skills, including ability to educate technical audiences and make complex information clear and relevant.
• Consultative sales approach with strong discovery, questioning, active-listening, and problem-solving skills; able to challenge established specification assumptions with credible evidence and recommend best-fit solutions, including acknowledging limitations or alternative approaches.
• Strong relationship-building and networking skills, credibility, and executive presence with architects, engineers, owners, and senior project stakeholders.
• Self-directed and highly organized, able to manage a large territory, frequent travel, long-cycle projects, and competing priorities with limited day-to-day supervision.
• Persistent and disciplined follow-up skills, including ability to remain involved over extended project cycles and protect specifications through bidding and award.
• Strong written communication and specification-writing and review capabilities.
• Proficiency with CRM systems and Microsoft Office applications, particularly PowerPoint, Outlook, Word, and Excel.
• Valid driver's license and ability to travel by car and air as required.
• Ability to maintain an active field presence and dedicate at least three days per week to in-person engagement.

Nice To Haves

• Experience delivering AIA CEUs, Lunch & Learns, technical seminars, or comparable architectural presentations.
• Industry background in passive steel fireproofing, firestopping, protective coatings, coatings, or architectural building materials, in that order of relevance.
• Passive fire protection knowledge.
• Bachelor's degree in architecture, engineering, construction, business, marketing, or a related field; equivalent relevant industry experience is also considered.

Responsibilities

• Build, expand, and maintain relationships with architectural firms, specifiers, design architects, structural engineers, fire protection consultants, owners, owner representatives, and other design influencers.
• Develop a disciplined call plan for major architectural and engineering firms in the region and proactively contact firms and individuals specifying passive fireproofing systems.
• Leverage existing architectural contacts while developing new relationships in target markets and major design centers.
• Position Isolatek as a trusted technical and specification resource by understanding project needs and recommending appropriate PFP solutions.
• Participate in AIA, CSI, and other relevant industry organizations, events, conferences, and networking opportunities.
• Influence specification behavior and increase consideration and preference for Isolatek solutions, particularly IFRM where appropriate, through education, technical consultation, demonstrations, case studies, samples, mock-ups, and project-specific problem solving.
• Help design professionals develop project specifications and position appropriate Isolatek products and systems as the basis of design.
• Review and assist with guide specifications, office master specifications, and project-specific specifications to improve accuracy, application fit, clarity, and retention.
• Help architects and engineers select fit-for-purpose PFP systems based on performance, constructability, aesthetics, environment, maintenance expectations, installed cost, lifecycle economics, and project value; recommend SFRM or IFRM according to the application.
• Identify high-value projects during concept, schematic design, design development, and specification stages, before material selection is locked.
• Track targeted projects in the company CRM from early design through specification, bidding, award, and order conversion, maintaining accurate stakeholder, activity, next-step, and project-status information.
• Coordinate with regional sales personnel and commercial team members to hand off design influence to bidding and closing, and remain involved when architectural support can improve conversion.
• Protect and retain Isolatek's position after specification through value engineering, substitution requests, addenda, bidding, and contractor selection.
• Develop relationships with owners and owner representatives on strategic projects to reinforce design intent, specification retention, and project close rates.
• Deliver AIA CEU presentations, Lunch & Learns, technical seminars, product demonstrations, and design workshops to architectural and engineering audiences.
• Provide timely and accurate technical literature, guide specifications, product data, samples, mock-ups, and other design-support materials.
• Develop technical expertise in Isolatek PFP products, systems, listings, applications, limitations, and installation considerations.
• Work with Technical Sales, Product Management, Marketing, and Field Technicians to resolve project questions and provide accurate, coordinated information.
• Maintain an active field presence and dedicate at least three days per week to in-person engagement and pipeline development.
• Develop and execute a regional architectural sales plan to increase IFRM consideration, Isolatek specifications, specification retention and conversion, and market share in targeted applications, segments, and geographies.
• Prioritize firms, owners, projects, building types, and application areas based on strategic value, specification influence, IFRM expansion potential, and sales opportunity.
• Maintain field activity and disciplined follow-up consistent with the company's architectural sales program and activity-based incentive plan.
• Monitor competitor activity, specification trends, design practices, and market needs, and communicate actionable insights to Sales, Marketing, and Product leadership.
• Report on architectural activity and behavior-change indicators, including target-account engagement, presentations, project pipeline, IFRM consideration, design assistance, specifications created or influenced, basis-of-design positions, retention, handoffs, and conversion progress.

Benefits

• Health insurance
• Life insurance
• Disability insurance
• Paid time off
• Sick leave
• Vacation
• 401(k)
• Potential annual discretionary incentive compensation based on company and personal performance

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level