Architectural Sales Representative - East Coast

SUMMARY:

The Architectural Sales Representative is a highly consultative specification-sales role responsible for changing how architects, specifiers, structural engineers, fire protection consultants, owners, and owner representatives evaluate and specify passive fire protection (PFP) solutions. A central purpose of the role is to support Isolatek's IFRM market-penetration strategy by increasing consideration and appropriate specification of Intumescent Fire Resistive Materials (IFRM) in applications where they create meaningful design, performance, lifecycle, or project-economics value. The objective o help design professionals make a fit-for-purpose PFP selection, create preference for Isolatek products early in the design process, position appropriate Isolatek systems as the basis of design, and help convert those specifications into awarded business.

This is not a traditional transactional territory-sales position. Success requires credibility with the architectural community, an established network of design-professional relationships, strong technical and presentation skills, and a demonstrated record of using education, demonstrations, consultative problem solving, and specification support to influence design behavior.

The representative will identify projects at the earliest practical design stage, remain engaged through specification and bidding, and partner with the Isolatek field sales organization to help hold specifications and improve project conversion.

RESPONSIBILITIES:

ARCHITECTURAL RELATIONSHIP DEVELOPMENT & MARKET INFLUENCE

• Build, expand, and maintain strategic relationships with architectural firms, specifiers, design architects, structural engineers, fire protection consultants, owners, owner representatives, and other key design influencers.
• Develop a disciplined call plan for major architectural and engineering firms within the assigned region, including proactive outreach to firms and individuals currently specifying passive fireproofing systems.
• Leverage an existing network of architectural contacts while continuously building new relationships in target markets and major design centers.
• Position Isolatek as a trusted technical and specification resource by understanding project needs first and recommending the appropriate PFP solution rather than leading with a product-only sales pitch.
• Participate in AIA, CSI, and other relevant industry organizations, events, conferences, and networking opportunities to strengthen relationships and identify early-stage opportunities.

SPECIFICATION DEVELOPMENT & BEHAVIOR CHANGE

• Influence architectural specification behavior and increase consideration and preference for Isolatek solutions, particularly IFRM in appropriate applications, through education, technical consultation, demonstrations, case studies, samples, mock-ups, and project-specific problem solving.
• Work with design professionals to develop project specifications and position Isolatek products and systems as the basis of design when appropriate.
• Review and assist with guide specifications, office master specifications, and project-specific specifications to improve accuracy, application fit, clarity, and specification retention.
• Help architects and engineers select the right PFP system for the application, considering performance requirements, constructability, aesthetics, environment, maintenance expectations, total installed cost, lifecycle economics, and project value. Reinforce a fit-for-purpose approach: SFRM where it is the right solution and IFRM where its attributes create disproportionate value.

PROJECT PURSUIT, TRACKING & CONVERSION

• Identify high-value projects during concept, schematic design, design development, and specification stages, before material selection is locked.
• Track targeted projects in the company CRM from early design through specification, bidding, award, and order conversion; maintain accurate stakeholder, activity, next-step, and project-status information.
• Coordinating closely with regional sales personnel and other commercial team members to ensure a disciplined handoff from design influence to bidding and closing and remaining involved where architectural support can improve conversion.
• Stay engaged after specification to protect and retain the Isolatek position through value engineering, substitution requests, addenda, bidding, and contractor selection.
• Develop relationships with owners and owner representatives on strategic projects to reinforce design intent, improve specification retention, and increase project close rates.

EDUCATION, PRESENTATIONS & TECHNICAL SUPPORT

• Deliver compelling AIA Continuing Education Unit (CEU) presentations, Lunch & Learns, technical seminars, product demonstrations, and design workshops to architectural and engineering audiences.
• Provide timely and accurate technical literature, guide specifications, product data, samples, mock-ups, and other design-support materials.
• Develop sufficient technical expertise in Isolatek PFP products, systems, listings, applications, limitations, and installation considerations to be viewed as a credible project resource.
• Work with Technical Sales, Product Management, Marketing, and Field Technicians to resolve project questions and support architects with accurate, coordinated information.

TERRITORY PLANNING & PERFORMANCE MANAGEMENT

• Maintain an active presence and dedicate at least three days per week to in-person engagement and building a robust pipeline of specifications and projects.
• Develop and execute a regional architectural sales plan designed to increase IFRM consideration, Isolatek specifications, specification retention and conversion, and market share in targeted applications, segments, and geographies.
• Prioritize architectural firms, engineering firms, owners, projects, building types, and application areas based on strategic value, specification influence, IFRM expansion potential, and sales opportunity.
• Maintain a high level of field activity and disciplined follow-up consistent with the company's architectural sales program and activity-based incentive plan.
• Monitor competitor activity, specification trends, design practices, and market needs; communicate actionable insights to Sales, Marketing, and Product leadership.
• Provide routine reporting on architectural activity and behavior-change indicators, including target-account engagement, CEUs/presentations, project pipeline, IFRM consideration, design assistance, specifications created or influenced, basis-of-design positions, specification retention, handoffs, and conversion progress.

CONTACTS:

INSIDE COMPANY

• Regional Sales Managers and Sales Representatives; Technical Services; Product Management; Marketing; Customer Service; Operations; Estimating/Project Support; senior commercial leadership.

OUTSIDE COMPANY

• Architects; architectural specifiers; structural engineers; fire protection engineers/consultants; owners and owner representatives; developers; construction managers; general contractors; specialty fireproofing contractors/applicators; industry associations and other project influencers

SCOPE OF POSITION:

• Remote field-based position with approximately 75% travel throughout the assigned region.

MINIMUM JOB REQUIREMENTS:

EXPERIENCE

• Demonstrated successful experience in architectural specification sales, technical building-product sales, or a closely related role calling directly on architects, engineers, and specifiers.
• Must demonstrate a proven track record of introducing and promoting new products or solutions to the architectural community and changing specification behavior through education, technical presentations, demonstrations, and consultative selling.
• Must have direct experience influencing specifications and supporting projects from early design through specification, bidding, and commercial handoff/award.
• Must bring an established network of architectural and/or engineering contacts in the assigned region and demonstrate the ability to gain access to key design decisionmakers.
• Experience delivering AIA CEUs, Lunch & Learns, technical seminars, or comparable architectural presentations is strongly preferred.
• Preferred industry background, in order of relevance: passive steel fireproofing; firestopping; protective coatings; coatings; architectural building materials.

KNOWLEDGE & EDUCATION

• Bachelor's degree in architecture, engineering, construction, business, marketing, or a related field preferred; equivalent relevant industry experience will be considered.
• Working knowledge of the architectural design and specification process, including how products move from product consideration to basis of design, project specification, bidding, substitution review, and award.
• Ability to understand and communicate technical building-product information, performance requirements, specifications, application limitations, installed-cost drivers, and lifecycle value. Passive fire protection knowledge is preferred; the ability and willingness to develop strong working knowledge of both SFRM and IFRM, including where each is most appropriately specified, is required. Familiarity with commercial construction stakeholders and the respective roles of architects,
• specifiers, engineers, owners, consultants, construction managers, general contractors, and specialty contractors.

SKILLS & COMPETENCIES

• Exceptional presentation, public-speaking, and facilitation skills; able to educate sophisticated technical audiences and make complex information clear and relevant.
• Consultative sales approach with strong discovery, questioning, active-listening, and problem-solving skills. Must be comfortable challenging long-standing specification assumptions with credible evidence while still recommending the best-fit solution, including acknowledging product limitations or when another PFP approach is more appropriate.
• Strong relationship-building and networking skills with credibility and executive presence to become a trusted resource to architects, engineers, owners, and senior project stakeholders.
• Self-directed, highly organized, and comfortable managing a large geographic territory, frequent travel, multiple long-cycle projects, and competing priorities with limited day-to-day supervision.
• Persistent and disciplined follow-up skills; able to maintain involvement over extended project cycles and protect specifications through bidding and award.
• Strong written communication and specification-writing/review capabilities.
• Proficiency with CRM systems and Microsoft Office applications, particularly PowerPoint, Outlook, Word, and Excel.
• Valid driver's license and ability to travel by car and air as required.

Success measurements

Sales Activities

1. Qualified Architect / Specifier Meetings
2. IFRM CEU / Technical Presentations
3. Early-Design Project Engagements
4. Specification / Design Assistance Actions
5. Specification Follow-Up / Defense Actions

The base salary anticipated is $130k-$145k for this position at the time of this posting. Consistent with applicable law, actual compensation may vary and will be determined by several factors, including but not limited to, the applicant’s skills, qualifications, experience, and other job-related factors. Isolatek International reserves the right to modify this pay range at any time. An employee may also be eligible for annual discretionary incentive compensation based on company and personal performance.

Isolatek offers a wide range of employee benefits, including health insurance, life insurance, disability insurance, paid time off, sick leave, vacation, and 401(k), in addition to other benefits.

This job description is not intended to contain a comprehensive listing of activities, duties, or responsibilities that are required for this position. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

Isolatek is an equal opportunity employer and considers qualified applicants for employment without regard to race, color, creed, religion, national origin, sex, sexual orientation, gender identity and expression, age, disability, veteran status, or any other protected factor. No phone calls, please.