Outside Sales – Commercial Specification Specialist
About The Position
The Commercial Specification Specialist is responsible for developing and growing EMS aluminum sales volume nationally within the commercial construction market through specification-driven sales efforts. This role focuses on influencing product selection at the architectural and design phase by building strong relationships with architects, design-build firms, contractors, and key project stakeholders. The ideal candidate is a proactive sales professional who can manage long sales cycles, collaborate cross-functionally, and drive specification opportunities from concept through bid and award with minimal supervision over daily scheduling and customer engagement. This position exercises independent judgment in prioritizing projects and targets and owns specification strategy for assigned markets or regions.
Requirements
- Prior experience as a manufacturer’s representative and/or in construction-related or specification sales required
- Demonstrated understanding of the commercial construction industry and extended sales cycles
- Self-motivated, relationship-driven sales professional with a strong sense of ownership
- Strong organizational, planning, and prioritization skills with the ability to manage long sales cycles
- Excellent verbal and written communication skills
- Strong mathematical and analytical skills related to pricing, margin, and project evaluation
- Proficiency with Microsoft Word and Excel
- Willingness to sign the company’s standard non-compete agreement
Nice To Haves
- Experience with CRM systems and Dodge Construction Network preferred
Responsibilities
- Conduct outbound phone calls and, as necessary, in-person visits with architects, design-build firms, and specification influencers to pursue inclusion of EMS products and systems on identified commercial construction projects
- Maintain frequent contact with general contractors and specialty trade subcontractors involved in bidding or executing projects that may incorporate EMS or competitive products
- Establish and foster long-term professional relationships to influence product selection throughout extended project timelines
- Utilize industry databases and online resources (e.g., Dodge Construction Network, Sweets, AIA, CSI formats) to identify relevant projects, products, architects, designers, contractors, and subcontractors
- Identify current and potential EMS products or systems appropriate for specification within the commercial construction market
- Collaborate with internal EMS teams to develop presentation materials, specifications, and product documentation aligned with industry standards (AIA, CSI, Sweets)
- Prepare and deliver professional product and system presentations, including features, benefits, engineering considerations, and value propositions
- Coordinate production and submission of samples, shop drawings, and supporting materials as required
- Represent EMS with a consultative yet result-driven sales approach, with attention to profitability and strategic growth opportunities
- Maintain accurate and up-to-date records of contacts, projects, and activities within the CRM system
- Prepare and submit summary reports detailing specification activity, project funnels, and bid outcomes on a required basis
- Work collaboratively with EMS Outside Sales Representatives and vertical market committees to align specification strategy and field execution
- Travel as needed to support presentations, meetings, and project-related activities
Benefits
- Equal opportunity employer, dedicated to fostering a diverse and inclusive workplace where everyone is valued and has equal access to opportunities.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
