Description
Specifications Representative
Department: Specifications
Reports To: Senior Area Specifications Manager
FLSA Status: Exempt
Location: Remote (Regional Travel Required)
West Territory - Primary - CA, OR, WA, AZ; Secondary – NV, UT, CO
East Territory - Primary – NC, VA, MD, DC, PA, NY, NJ
OVERVIEW
The Specifications Representative is responsible for driving architectural and engineering specifications within the AEC community and public agencies across an assigned region.
This role operates upstream in the design process to influence specifications, secure product inclusion, and support long-term platform adoption across the Fortified Brands’ portfolio. The Specifications Representative serves as a strategic market resource and technical expert—educating architects, engineers, landscape architects, consultants, and public agencies on integrated building system solutions.
The Specifications Representative develops and executes a regional specification strategy aligned with national objectives, expands a qualified pipeline of specification-driven opportunities, and strengthens relationships with key design firms and institutional stakeholders. The role requires a high degree of independent judgment, discretion, and territory planning.
This is a pure specification role. The Specifications Representative collaborates with Territory Managers, Business Development, Estimating, and other internal teams when contractor and project owner engagement or pricing discussions are required but does not own direct sales transactions.
The position is home-office based and requires regular regional travel.
OUR PURPOSE STATEMENT
Build and invest in businesses that positively impact the world.
OUR NICHE
Fostering and developing products, solutions, and systems.
OUR CORE VALUES
Lead with Positivity and Respect – We foster trust, optimism, and respect in every interaction.
Compete as a Team – We foster collaboration and teamwork, knowing we win together.
Innovate with Purpose – We create bold, lasting solutions that make a real impact.
Inspire Growth – We fuel the growth of people, businesses, and brands through bold ideas and relentless execution.
Own It and Deliver Value – We take responsibility, act with clarity, and ensure our work creates real impact.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Strategic Specification Development
Drive product specifications with architects, engineers, landscape architects, consultants, and public agencies.
Influence project requirements early in the design cycle, while also uncovering immediate conversion opportunities with specifiers, GCs and project owners.
Position Fortified Brands’ systems as integrated architectural solutions.
Develop and expand a qualified pipeline of specification-driven opportunities.
Market Development & Platform Penetration
Identify high-impact firms, infrastructure platforms, and institutional opportunities within the region.
Develop and execute a regional strategy aligned with national Specifications Channel objectives.
Establish Fortified Brands as a trusted long-term design partner.
Conduct ongoing competitive intelligence and market analysis.
Education & Thought Leadership
Deliver AIA Continuing Education (CE) programs and technical presentations.
Manage CE administration for the assigned region, including scheduling, documentation, and reporting.
Support and guide internal or independent representatives in CE delivery as needed.
Participate in relevant trade associations and professional organizations.
Technical Expertise & Internal Collaboration
Serve as the regional technical expert for assigned product systems.
Provide timely, documented responses to technical inquiries.
Collaborate with Territory Managers, Business Development Directors, CAMs, and Estimating teams when contractor and project owner engagement or pricing discussions arise.
Share qualified project intelligence across internal stakeholders.
Operational Excellence
Maintain accurate CRM documentation of activity, project tracking, and strategic account development.
Provide regular reporting on specification progress and pipeline activity.
Independently manage territory planning, scheduling, and travel.
SUPERVISORY RESPONSIBILITIES:
None
COMPETENCIES: To perform the job successfully, an individual should demonstrate the following competencies:
Achievement Focus – Sets and achieves challenging regional objectives; demonstrates persistence in long-cycle specification environments; measures progress against defined standards and takes initiative to expand opportunities.
Analytical – Collects and researches market data; synthesizes complex information; applies sound judgment and experience to interpret architectural documents and identify specification opportunities.
Business Acumen – Understands the broader business implications of specification influence; aligns regional activity with organizational strategy; recognizes competitive positioning and long-term market potential.
Communications – Expresses ideas clearly and professionally in both written and verbal formats; demonstrates strong listening skills; presents technical material effectively to design professionals and institutional stakeholders.
Consultative Influence – Builds rapport and establishes credibility with architects and engineers; asks insightful questions to understand project intent; positions solutions that align with design and performance objectives.
Continuous Learning – Seeks feedback and professional development; maintains current knowledge of product systems, building codes, and industry trends; shares expertise with internal teams.
Customer Focus – Identifies and prioritizes the needs of design professionals and public agencies; responds promptly and professionally; demonstrates reliability and follow-through.
Impact and Influence – Persuasively communicates ideas; builds consensus among stakeholders; navigates differing perspectives constructively.
Initiative – Operates independently with minimal supervision; proactively identifies opportunities; takes ownership of regional planning and execution.
Planning/Organizing – – Prioritizes work effectively; manages time and travel efficiently; develops realistic territory plans and strategic account strategies.
Problem Solving – Identifies and resolves issues in a timely and thoughtful manner; gathers relevant information; develops alternative solutions; exercises sound judgment in decision-making.
Professionalism – Maintains a professional presence; represents Fortified Brands appropriately in all settings; develops and sustains positive working relationships.
Teamwork – Collaborates effectively with internal partners; supports shared goals; contributes to a positive and performance-oriented team environment.
Technical Expertise – Applies in-depth product and construction knowledge to solve specification challenges; stays informed on relevant building codes, standards, and design trends.
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/Experience/Additional Requirements
Bachelor’s degree preferred in Architecture, Landscape Architecture, Engineering, Business, Marketing, or related field.
3+ years of specification, architectural sales, or building materials experience required.
5–10 years of relevant experience preferred.
Demonstrated success influencing specifications within the AEC community.
Strong public speaking and presentation ability.
Ability to interpret architectural drawings and technical documentation.
High level of autonomy and self-motivation in a remote work environment.
Willingness and ability to travel overnight approximately 30–40% of the time.
Proficient in Microsoft Office and CRM systems.
Certificates/Licenses/Registrations
Active CSI membership a plus.
CDT, CCPR, or related industry certifications a plus.
WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This job is operated in a home office environment. This role routinely uses standard office equipment. Frequent, regional travel to customer, project, or operating sites is required, which may involve exposure to varying environmental conditions and may require the use of required personal protective equipment, including but not limited to steel toe shoes, hearing protection, and other site-specific safety gear.
PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit, stand; talk, hear, and use hands and fingers. Specific vision abilities required by this job include close vision requirements. Light to moderate lifting may be required. The ability to manage the physical demands of travel is essential.
ACKNOWLEDGEMENTS: The above job description is intended to convey information essential to understanding the scope of the position and is not an exhaustive list of skills, efforts, duties, responsibilities, or working conditions associated with it. Responsibilities may change based on organizational needs and other factors
Requirements
Education/Experience/Additional Requirements
Bachelor’s degree preferred in Architecture, Landscape Architecture, Engineering, Business, Marketing, or related field.
3+ years of specification, architectural sales, or building materials experience required.
5–10 years of relevant experience preferred.
Demonstrated success influencing specifications within the AEC community.
Strong public speaking and presentation ability.
Ability to interpret architectural drawings and technical documentation.
High level of autonomy and self-motivation in a remote work environment.
Willingness and ability to travel overnight approximately 30–40% of the time.
Proficient in Microsoft Office and CRM systems.
Certificates/Licenses/Registrations
Active CSI membership a plus.
CDT, CCPR, or related industry certifications a plus.
