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About the role
Key responsibilities & impact- Lead, coach, and develop a team of Regional Specification Managers to drive consistent performance and growth across the region.
- Act as a player-coach, providing hands-on support in key accounts, strategic opportunities, and client engagement.
- Establish clear expectations for pipeline generation, early-stage engagement, and specification activity, holding the team accountable to defined KPIs.
- Drive new opportunity creation through proactive outreach, relationship building, and early project involvement within the A&D community.
- Conduct regular pipeline reviews to ensure accuracy, engagement, and forward momentum within CRM.
- Provide hands-on coaching across account strategy, opportunity development, and product positioning.
- Build and maintain relationships with key A&D firms and influencers across the region.
- Partner closely with Inside Sales and Special Projects to ensure strong collaboration and seamless opportunity progression.
- Identify gaps in market coverage and execute strategies to expand reach and increase brand presence.
- Ensure consistent CRM discipline, maintaining high standards for data integrity and reporting accuracy.
- Monitor regional performance and provide regular updates to leadership on pipeline, activity, and key initiatives.
- Recruit, onboard, and develop talent to support regional growth and long-term success.
- Partner cross-functionally and provide market insights to inform marketing, product, and go-to-market strategy.
Requirements
What you’ll need- 7+ years of experience in architectural product sales, specification sales, or A&D-focused business development.
- 2+ years of leadership experience managing, coaching, or mentoring sales teams.
- Established relationships within the A&D community are preferred, or the demonstrated ability to quickly build credibility and develop strategic relationships within this space.
- Proven ability to drive pipeline growth, team performance, and revenue outcomes.
- Strong understanding of the A&D community and specification-driven sales processes.
- Demonstrated ability to coach and develop high-performing teams.
- Experience influencing specification decisions within complex project cycles.
- Established relationships within the A&D community preferred.
- Strong communication and leadership skills, with the ability to influence and drive accountability.
- Proficiency in CRM systems and pipeline management best practices.
- Strategic thinker with a hands-on, execution-focused mindset.
- Highly organized, self-motivated, and able to manage multiple priorities across a region.
Benefits
Comp & perks- Competitive salary.
- Opportunities for professional growth within a dynamic and growing company.
- Health, dental, and retirement benefits.
- Collaborative and supportive team environment.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
architectural product salesspecification salesbusiness developmentpipeline growthrevenue outcomesspecification-driven sales processescoachingmentoringinfluencing specification decisionsaccount strategy
Soft Skills
leadershipcommunicationrelationship buildingstrategic thinkingorganizationself-motivationexecution-focused mindsetteam performance managementaccountabilitytalent development