Territory Sales Representative

Job Description

Job Description

Kingspan Light + Air is an award-winning innovator of daylighting and ventilation solutions for high-performance building envelopes, offering a wide range of high-quality solutions, including translucent daylighting systems, skylights, smoke, and natural ventilation products.

To help us continue to grow our business, we’re searching for an Territory Sales Representative. The Territory Sales Representative is responsible for driving strategic growth through proactive business development, market expansion, and relationship building across assigned territories. This role serves as the hunter within the commercial organization, focused on creating qualified opportunities, influencing specifications, expanding awareness, and establishing new customer relationships.

The Territory Sales Representative will identify and develop opportunities among architects, consultants, contractors, distributors, owners, and strategic partners while supporting Kingspan’s premium market positioning. The role emphasizes early-stage opportunity creation, specification influence, and territory development, ultimately transitioning mature accounts to Account Managers for long-term growth and retention. This role is ideal for a highly motivated, externally focused seller who thrives on prospecting, relationship building, and uncovering new opportunities.

Benefits include a full-time salary, medical/dental/vision insurance with HSA plan, retirement plan with 6% company match, 13 days of Paid Time Off plus 10 paid company holidays, and upward advancement potential.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Territory Development & Market Expansion:

• Develop and execute territory growth strategies aligned with annual business objectives.
• Identify whitespace opportunities and expand Kingspan’s presence within target verticals and geographies.
• Build awareness of skylight, smoke vent, rooftop safety, and related solutions among architects, consultants, general contractors, roofing contractors, building owners, developers and distributors.

Business Development & Opportunity Creation:

• Proactively identify, qualify, and develop new opportunities.
• Generate qualified pipeline through AEC outreach, specification activity, contractor engagement, market intelligence and strategic prospecting.
• Manage opportunities through pre-bid, bid, bid follow-up and early project development
• Influence project specifications where possible.

Strategic Account Acquisition:

• Develop relationships with new strategic accounts.
• Build trust with decision makers and influencers.
• Expand Kingspan visibility among key regional stakeholders.
• Establish long-term partnerships.

Account Transition & Commercial Collaboration:

• Collaborate with Account Managers to develop account and territory plans.
• Transition mature accounts following approximately 12 months of development or as defined by Rules of Engagement.
• Support seamless handoffs while maintaining customer confidence.
• Coordinate with CES and Account Managers to ensure exceptional customer experience.

CRM, Forecasting & Reporting:

• Maintain disciplined CRM activity within Salesforce.
• Track opportunities, pipeline, activity, forecasts, territory plans.
• Provide regular reporting on pipeline health, competitive activity, market trends, territory risks/opportunities.

Representation & Market Intelligence:

• Represent Kingspan Light + Air professionally in customer meetings, industry events, trade shows, and associations.
• Deliver insights regarding competitive threats, emerging trends, customer needs, market opportunities.

KNOWLEDGE, SKILLS, AND ABILITIES:

Required:

• Minimum 5+ years’ experience in commercial construction, building materials, roofing, architectural products and/or business development.
• Proven track record of prospecting, territory growth, opportunity generation and relationship building.
• Experience influencing architects, consultants, contractors, and owners.
• CRM proficiency (Salesforce preferred).
• Strong territory planning and pipeline discipline.
• Will require travel up to 50% of the time.

Preferred:

• Daylighting, roofing, ventilation, or envelope experience.
• Specification selling experience.
• Existing regional relationships.

At Kingspan, we believe our employees are our greatest resource. Therefore, 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.

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