Job Description

Position Summary

The Commercial Specification Specialist is responsible for developing and growing EMS aluminum sales volume nationally within the commercial construction market through specification-driven sales efforts. This role focuses on influencing product selection at the architectural and design phase by building strong relationships with architects, design-build firms, contractors, and key project stakeholders. The ideal candidate is a proactive sales professional who can manage long sales cycles, collaborate cross-functionally, and drive specification opportunities from concept through bid and award with minimal supervision over daily scheduling and customer engagement. This position exercises independent judgment in prioritizing projects and targets and owns specification strategy for assigned markets or regions.

Essential Duties/Responsibilities

The following duties are typical of those performed by employees in this job title; however, employees may perform other related duties, and not all duties listed are necessarily performed by each employee in the job title:

Conduct outbound phone calls and, as necessary, in-person visits with architects, design-build firms, and specification influencers to pursue inclusion of EMS products and systems on identified commercial construction projects

Maintain frequent contact with general contractors and specialty trade subcontractors involved in bidding or executing projects that may incorporate EMS or competitive products

Establish and foster long-term professional relationships to influence product selection throughout extended project timelines

Utilize industry databases and online resources (e.g., Dodge Construction Network, Sweets, AIA, CSI formats) to identify relevant projects, products, architects, designers, contractors, and subcontractors

Identify current and potential EMS products or systems appropriate for specification within the commercial construction market

Collaborate with internal EMS teams to develop presentation materials, specifications, and product documentation aligned with industry standards (AIA, CSI, Sweets)

Prepare and deliver professional product and system presentations, including features, benefits, engineering considerations, and value propositions

Coordinate production and submission of samples, shop drawings, and supporting materials as required

Represent EMS with a consultative yet result-driven sales approach, with attention to profitability and strategic growth opportunities

Maintain accurate and up-to-date records of contacts, projects, and activities within the CRM system

Prepare and submit summary reports detailing specification activity, project funnels, and bid outcomes on a required basis

Work collaboratively with EMS Outside Sales Representatives and vertical market committees to align specification strategy and field execution

Travel as needed to support presentations, meetings, and project-related activities

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education

Bachelor’s Degree Preferred; Equivalent combination of education and experience may be considered

Experience/Skills/Abilities Required

Prior experience as a manufacturer’s representative and/or in construction-related or specification sales required

Demonstrated understanding of the commercial construction industry and extended sales cycles

Self-motivated, relationship-driven sales professional with a strong sense of ownership

Strong organizational, planning, and prioritization skills with the ability to manage long sales cycles

Excellent verbal and written communication skills

Strong mathematical and analytical skills related to pricing, margin, and project evaluation

Proficiency with Microsoft Word and Excel; experience with CRM systems and Dodge Construction Network preferred

Willingness to sign the company’s standard non-compete agreement

Work Environment/Physical Demands

Office, fabrication and manufacturing shops – moderate to loud noise level. This position regularly requires standing; walking; sitting; use hands; reaching with hands and arms; and talking and/or hearing. Occasional lifting and/or moving up to 25 pounds. The position regularly performs duties away from the place of business. Frequent driving is a requirement of the position.

We are an equal opportunity employer, dedicated to fostering a diverse and inclusive workplace where everyone is valued and has equal access to opportunities.

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