Purpose

The Specification Sales Manager leads assigned product-specific specification development and demand creation, working exclusively with distributors as our direct customers. This role targets architectural, commercial, institutional, and industrial projects, influencing architects, designers, engineers, and fabricators to specify assigned segment products that meet performance requirements. The incumbent partners with Sales, Marketing, Product, and Manufacturing to convert specifications into profitable opportunities, while generating and reporting sales metrics tied to specification activities.

Key Responsibilities

• Develop and execute a comprehensive specification plan for assigned product line and markets and assigned product groups.
• Build durable relationships with A&D (Architecture & Design) communities and distributor partners; engage spec writers and decision-makers.
• Secure and manage specifications in commercial, institutional, and residential projects via distributors.
• Track and manage project pipelines from initial specification through project completion, with distributor involvement.
• Serve as the technical and market resource for assigned product line, including performance attributes (MR/FR, moisture resistance, emissions), compliance, applications, and product selection
• Provide spec language, submittals, drawings, and approvals support to distributors and their customers.
• Collaborate with distributors to gather opportunity data, forecast specification-driven revenue, and report on assigned product-related sales metrics.
• Advise on assigned product applications, compliance, and suitability for project requirements.
• Refer product/application challenges to technical team in collaboration with distributors and design teams.
• Partner with Sales to convert specifications into orders and revenue; align distributor initiatives with sales targets.
• Work with Marketing on assigned product-focused content, case studies, and product positioning.
• Coordinate with Product Management and Manufacturing to communicate market needs, trends, and feedback from distributors.
• Monitor codes, industry trends, and competitive activity; identify and cultivate new market opportunities and distributor partnerships; relay insights to product and marketing teams
• Advocate for product applications and customer needs within the organization.
• Deliver product-focused presentations, lunch-and-learns, CEU sessions, and training for designers, architects, and distributor personnel; promote product awareness and differentiation through distributor channels
• Represent the company at industry events, trade shows, and associations.
• Utilize Construction Management Data software and CRM to measure, track, and manage specifications and distributor activities.
• Generate and deliver regular reports (expense, pipeline, segment-specific revenue) to leadership; ensure timely data updates.
• Maintain up-to-date product knowledge; share best practices across the team promote continuous learning.
• Model company core values
• Other duties as assigned

Required Qualifications

• 7+ years in building materials, wood products, or specification sales with direct exposure to architectural/design communities.
• Proven ability to influence without direct authority and to manage long sales cycles.
• Experience working with the assigned product and related panel products; familiarity with distributor channels is highly valued.
• Excellent listening, verbal, written, and presentation skills.
• Proficient with Microsoft Office; CRM systems; Construction Management Data software; and standard design/spec tools.
• Ability to travel roughly 40–60% depending on market and distributor program requirements

Preferred Qualifications

• Bachelor’s degree in Architecture, Design, Construction Management, Business, or related field (preferred).
• LEED AP/LEED GA; CSI – CDT; CST knowledge or similar credentials.
• Knowledge of construction codes, fire ratings, moisture considerations, and emissions standards.