Summary: The Commercial Specification Sales Representative is responsible for growing sales of MSI's porcelain, natural stone, wall tile, countertop, hardscape, and mosaic product lines by developing relationships within the Architecture & Design (A&D) community and driving MSI product specifications across commercial projects within an assigned market territory. This role builds specifier demand at the design stage, protects those specifications through the bid and buyout process, and coordinates closely with the local sales team and National Commercial team to ensure specified projects are converted to MSI sales.
Seniority Level: Associate
Employment Type: Full-time
Compensation: This salaried, exempt position pays from $95,000 to $110,000 per year. The estimated annual pay for new hires generally ranges from $110,000 to $150,000 or more, depending on experience, education level and commission structure.
To perform this job successfully, the individual must be able to complete the following essential duties and responsibilities: - Develop and maintain strong relationships with architects, designers, and specifiers within the assigned territory through regular sales visits, product presentations, and networking.
- Identify and prioritize the key architecture and design firms in the territory, developing strategic account plans to grow MSI's share of specifications.
- Drive MSI product specifications during the design stage of commercial projects, positioning MSI materials before projects go out to bid.
- Manage incoming leads and sample inquiries promptly and professionally, ensuring specifiers receive accurate product information and materials.
- Provide samples for specific projects and keep A&D firm material libraries current, stocked, and serviced with MSI product, marketing materials, and contact information.
- Develop, enter, and maintain project specifications in the CRM/project tracking system, keeping project records accurate and up to date.
- Track specified projects through the bid and buyout process, following up consistently to confirm the MSI specification is maintained and ultimately sold.
- Coordinate with in-market and out-of-market sales teams on project hand-offs sharing project information, confirming specification pull-through, and ensuring specified material is quoted and delivered correctly.
- Partner with the local sales leader and the National Commercial team to align territory activity with broader commercial strategy.
- Conduct product knowledge presentations and continuing education (CEU) seminars (e.g., AIA, IDCEC) to educate the A&D community on MSI products, applications, and installation methods.
- Develop and maintain expert knowledge of MSI products, competitive offerings, industry standards, and applicable codes (e.g., LEED / sustainability considerations).
- Represent MSI at trade shows and industry association events (e.g., ASID, AIA, IIDA, NEWH) to build brand awareness and cultivate specifier relationships.
- Maintain disciplined records of sales calls, meetings, and project activity, and report progress to the local sales leader and National Commercial team.
- Perform additional duties as required.
Additionally, the candidate must meet the following Education and/or Experience requirements: - Bachelor's degree preferred
- Must possess a valid driver's license
- Two (2) years of experience or more calling on the A&D community, or equivalent B2B/outside sales experience (flooring, tile, stone, countertop, or other similar building materials preferred)
- Demonstrated ability to build specifier relationships and manage multiple projects simultaneously
- Strong presentation skills, including comfort presenting to large audiences
- Self-motivated and results-driven, with strong organizational and follow-up discipline
- Proficient in Microsoft Office; experience with CRM platforms preferred
- Strong communication, presentation, problem-solving, and negotiation skills.
This role has the following physical demands: - The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is regularly required to use their hands to handle objects, tools, or controls; reach with their hands and arms; and communicate verbally. The employee frequently walks, stands and occasionally sits.
- The employee must regularly lift, pull and move up to 25 pounds and occasionally up to 50 pounds. Specific vision abilities required by this job include close vision.
- This is a safety-sensitive position.
Benefits: MSI offers a comprehensive benefits package designed to support and reward our employees. Depending on the role, this may include:
- Referral, holiday, and annual bonuses or commission opportunities
- Eligibility for an annual merit-based increase
- Paid Time Off
- Medical, Dental, and Vision Insurance
- Company-paid Short Term and Long Term disability;
- Company-paid Life Insurance
- Tuition Reimbursement
- Traditional and Roth 401(k) plans with company matching contributions
- Charitable donation matching programs
- Free, company-sponsored 1-on-1 tutoring for children/dependents of MSI employees in grades k-12, including free tutoring for SAT and ACT tests.
