Job Description
Solatube (A Kingspan Company)is widely recognized as an industry innovator which has earned acclaim around the globe for its unrivaled ability to transform interior spaces with the power of daylight. Based in Vista, California, Solatube (A Kingspan Company) designs and manufactures a full line of daylighting systems and ventilation products.
To help us continue to grow our offerings, we’re searching for a Specification Sales Representative supporting the area of Los Angeles/San Bernardino County. As the Specification Sales Representative, you will develop drive business growth by managing and promoting commercial specification development and sales within your territory.
Benefits Full-time employees are eligible to enroll for dental, medical and vision insurance immediately upon hire. Additional offerings include pre-tax accounts for healthcare, 401k plan with a company match, PTO program, 13 paid company holidays, and on-the-job training. Motivated individuals will also enjoy growth opportunities as our company grows.
Responsibilities:
- Territory Planning & Sales: Develop and implement a comprehensive sales and marketing plan in collaboration with the VP of Sales.
- Customer Engagement: Build and maintain relationships with architectural design firms, lighting designers, general contractors, interior designers, ESCOs, school districts, facility managers, developers, property managers, design-build professionals, commercial end-users, and Commercial Distributor Partners to drive specification growth and revenue.
- Product Expertise: Become a product expert to effectively demonstrate product features and benefits to customers, installers, and prospects; provide detailed product knowledge, including installation and operational insights.
- Education & Training: Educate customers, partners, and all key stakeholders on the proper application and use of Solatube products. Key audiences include architectural design firms, lighting designers, general contractors, interior designers, school district employees, facility managers, developers, property managers, design-build professionals, commercial end-users, and Solatube International commercial channel partners and distributors.
- Distributor Management & Development: Build and maintain strong relationships with commercial distributors by providing training, guidance, and support to drive revenue growth. Collaborate with distributors on pricing, quotations, transactions, and project oversight, while ensuring they are responsible for generating, entering, managing, and processing orders. Coordinate as needed to support seamless order fulfillment and account servicing in alignment with territory goals.
- Sales Campaigns: Manage all aspects of the sales funnel. Develop and manage key buying influences, organizing and executing specification-driven sales campaigns, including prospecting for new accounts and servicing existing ones.
- Market Research: Monitor market trends and analyze competitor product performance and pricing to inform sales strategy.
- Sales Tools & Reporting: Maintain accurate records in Salesforce.com, manage the “Configurator Database,” and complete all required reports (e.g., expenses, travel).
- Performance Targets: Meet or exceed territory-specific specification quotas, profit, and revenue goals.
- Budget Management: Adhere to established travel and collateral budgets.
- Trade Representation: Represent Solatube at trade shows and industry events to enhance brand visibility.
- Additional Responsibilities:
- Contribute ideas for product improvement and development.
- Perform duties outside the territory as needed.
- Adhere to safety protocols and promote a safe working environment.
- Communicate effectively with peers, supervisors, and external contacts.
Qualifications:
- Education: Bachelor’s degree in architecture, Engineering, Business, or Marketing preferred.
- Experience: Minimum of six (6) years in regional outside sales, preferably in architectural specification or a related industry.
- Presentation and Communication: Strong written and oral communication skills for both technical and interpersonal interactions.
- Architectural Specifications Knowledge: Familiarity with architectural and building specification processes.
- Consultative Selling: Ability to engage in solution-oriented conversations, understand customer needs, and position Solatube products as tailored solutions.
- Organizational and Analytical Skills: Excellent organizational, mathematical, and deductive reasoning abilities.
- Financial Understanding: Basic knowledge of P&L and financial concepts.
- Technical Proficiency: Proficient in Microsoft Office Suite; CAD and lighting design software skills are a plus.
- Sales Acumen: Entrepreneurial mindset with a team-oriented approach.
- Ability to travel 30%
At Solatube (A Kingspan Company), we believe our employees are our greatest resource. We offer a competitive salary, benefits, and vacation package for all full-time permanent positions. Kingspan is proud to be an equal opportunity workplace and is an affirmative-action employer.
