Architectural Sales Representative - West Coast

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Full Time Stanhope, NJ, US

Salary Range: $ To $ Annually

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.

• 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.

• 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.

• 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,…