Technical Sales Specialist

Armstrong World Industries•San Rafael, CA

16h•Onsite

About The Position

Reporting to the General Manager, the Technical Sales Specialist delivers expert leadership for BŌK metal systems by driving successful execution of complex and high‑value projects and influencing revenue growth from concept through order placement. The role actively supports the sales process, ensures accurate opportunity tracking, disciplined pricing strategies, and strong follow‑through on top exterior metal projects. Through collaboration with sales, estimating, marketing, and manufacturing teams, the role supports profitable growth, strengthens customer relationships, and enhances BŌK’s go‑to‑market effectiveness. What’s in it for you! Own high ‑ visibility, complex projects that directly influence revenue growth. Build trusted relationships with top architects, installers, and sales partners in key markets. Partner closely with leadership to drive strategy, margin discipline, and go ‑ to ‑ market execution.

Requirements

Demonstrated ability to contribute to revenue results in a project‑based or specification‑driven sales environment.
Strong consultative selling skills, with the ability to translate technical requirements into customer value.
Strong verbal, written, and presentation skills with the ability to communicate effectively with customers, independent representatives, and internal stakeholders.
Solid knowledge of commercial ceiling and wall products, preferably metal systems, including sales channels, specification processes, and key customer segments.
Proven ability to manage multiple projects simultaneously with strong attention to detail and follow‑through.
Effective critical‑thinking and problem‑solving skills, with the ability to interpret specifications, pricing data, and market information to support sound decisions.
Demonstrated ability to collaborate and influence effectively within a matrixed organization.
Proficiency in CRM systems (Salesforce preferred) and business applications including Excel, PowerPoint, Outlook, Adobe tools, CAD readers, and basic project‑management tools.
Working knowledge of ceiling and wall systems and familiarity with specification and quoting processes.
Experience supporting sales efforts and contributing to project execution under guidance.
Ability to build productive working relationships with internal partners and customers.
High school diploma/GED required.
4–6 years of experience in sales support, estimating, product management, or a related commercial role required.

Nice To Haves

Bachelor’s degree in business, engineering, architecture, construction management, supply chain, marketing, or a related field preferred.
Equivalent combination of education and relevant experience will be considered in lieu of a degree, particularly for candidates with considerable experience in commercial ceilings, metal systems, estimating, or specification‑driven sales environments.
6–9 years of progressively responsible experience in sales, product specialization, estimating, or market‑facing roles preferred.
Experience supporting or influencing sales targets, bookings, or incentive-based objectives preferred.

Responsibilities

Serve as a Subject Matter Expert (SME) on BŌK systems, manufacturing capabilities, and metal ceiling and wall competitors; act as the BŌK expert on the full business product offering by identifying opportunities for new or enhanced products.
Engage in solution-based selling as opportunities arise.
Actively support the selling process by engaging customers, architects, installers, and sales partners to identify and advance revenue‑generating opportunities.
Influence buying decisions through consultative, solution‑based selling and value positioning of BŌK metal systems.
Utilize Salesforce (SFDC) to track all project activity, ensure data accuracy, and provide weekly opportunity reporting.
Review metal specifications to identify quoting opportunities and potential improvements.
Own oversight of significant or complex quoted metal opportunities from quote development through purchase order execution.
Maintain accountability for advancing qualified opportunities through the sales pipeline from specification review through order placement.
Partner with Sales and Estimating to develop quotes and pricing strategies that support bookings, margin, and forecast accuracy.
Participate in sales calls, including monthly estimating calls for BŌK projects; maintain SFDC updates and serves as the “air traffic controller” for project design development by engaging the appropriate independent agent or exterior metal sales manager to maximize market reach.
Own the exterior metal role for all top/major BŌK projects without an assigned independent representative territory; lead and participate in job follow-up calls with exterior metal sales managers to ensure consistent tracking and follow-through in SFDC.
Maintain accountability for major project pricing strategies and overall business pricing guidelines, working closely with the BŌK General Manager and Estimating/Sales Managers.
Support defined revenue, booking, or sales‑influencing objectives for assigned projects, uncovered territories, or key accounts.
Travel occasionally to customer locations to establish and maintain key relationships with VIP architects and installers in BŌK’s key markets, primarily in California.
Support metal marketing initiatives in partnership with marketing managers, including product launches, updates, and coordinated promotions.
Assist in the development and delivery of metal-specific sales training, including training for installation specialists.
Contribute to competitive analysis by managing market intelligence, competitive databases, and activity tracking; keep business teams and directors informed of key developments and new product development (NPD) or sales initiative opportunities.
Track and report claims and quality issues across BŌK go-to-market activities to drive continuous improvement in the customer experience.
Establish and manage processes to capture market feedback and implement improvements to sales tools, literature, samples, and related materials.