A&D Representative

Description:

Position Purpose

The A&D Sales Representative grows Architessa’s commercial business by building trusted, long‑term relationships with architects, designers, owners, developers, general contractors, tile contractors, and other project partners. The representative earns specifications, advances opportunities from concept through purchase, protects project profitability, and delivers Architessa’s Concierge Service through responsive communication, technical and design expertise, thoughtful product curation, and reliable follow‑through.

This role is consultative and relationship-driven. Success requires strong field presence, disciplined use of Salesforce, close partnership with Inside Sales and operations teams, and ownership of the client experience from initial discovery through project completion.

ARCHITESSA BRAND PROMISE Expertly guide clients through their tile journey and empower them to create inspiring and impactful spaces.

Requirements:

Key Responsibilities

Relationship and Territory Development

• Research and prioritize firms, decision‑makers, project influencers, and purchasing partners within the assigned territory.
• Build real, long‑term relationships through purposeful office visits, calls, virtual meetings, showroom appointments, presentations, events, factory experiences, and consistent personal follow‑up.
• Maintain a practical route and account plan. Adjust account rankings based on project activity, potential, fit, and relationship strength.
• Complete a minimum of 15 account visits per week, except during designated follow‑up weeks (one per quarter).
• Develop new business while deepening relationships within existing accounts. Ask for current projects, introductions, referrals, and future opportunities.
• Represent Architessa at approved industry associations, trade events, CEUs, Lunch & Learns, breakfasts, and relationship‑building events.

Consultative Selling and Specification

• Discover the client’s design intent, application, performance needs, budget, quantity, schedule, sustainability requirements, and decision process before recommending materials.
• Curate appropriate tile, stone, and surface solutions using Architessa’s domestic and global vendor network, stocked products, specialty collections, and commercial resources.
• Provide high‑level budget guidance when scope is preliminary and coordinate project‑specific pricing when quantities, freight, timing, and installation conditions are known.
• Secure complete and accurate specifications, including item, color, size, finish, application, quantity, alternates, decision‑makers, and purchasing path.
• Ask for the order and advance each opportunity to a clear next commitment.

Project Conversion and Follow‑Through

• Own the follow‑up. Maintain contact with designers, owners, general contractors, tile contractors, installers, purchasing teams, and other related parties as appropriate.
• Coordinate with Inside Sales to follow samples, quotations, bids, submittals, alternates, approvals, lead times, and purchasing activity without duplicating effort.
• Identify stalled projects early, clarify the obstacle, and create an agreed next action with an owner and date.
• Help clients navigate sourcing, freight, inventory, logistics, and timing. Escalate risks promptly and do not promise pricing, availability, or lead times that have not been confirmed.
• Support value engineering in a way that protects design intent, client trust, and Architessa’s profitability.

Salesforce, Forecasting, and Business Discipline

• Log meaningful client interactions and keep Accounts, Contacts, Opportunities, specifications, related parties, tasks, events, stages, amounts, and close dates accurate.
• Enter a clear next step after every substantive interaction and…