[Hiring] Technical Sales Specialist @Armstrong World Industries

Role Description

Reporting to the General Manager, the Technical Sales Specialist delivers expert leadership for BŌK metal systems by driving successful execution of complex and high‑value projects and influencing revenue growth from concept through order placement. The role actively supports the sales process, ensures accurate opportunity tracking, disciplined pricing strategies, and strong follow‑through on top exterior metal projects. Through collaboration with sales, estimating, marketing, and manufacturing teams, the role supports profitable growth, strengthens customer relationships, and enhances BŌK’s go‑to‑market effectiveness.

What’s in it for you!

• Own high-visibility, complex projects that directly influence revenue growth.
• Build trusted relationships with top architects, installers, and sales partners in key markets.
• Partner closely with leadership to drive strategy, margin discipline, and go-to-market execution.

What You’ll Do:

• Serve as a Subject Matter Expert (SME) on BŌK systems, manufacturing capabilities, and metal ceiling and wall competitors.
• Engage in solution-based selling as opportunities arise.
• Actively support the selling process by engaging customers, architects, installers, and sales partners to identify and advance revenue-generating opportunities.
• Influence buying decisions through consultative, solution-based selling and value positioning of BŌK metal systems.
• Utilize Salesforce (SFDC) to track all project activity, ensure data accuracy, and provide weekly opportunity reporting.
• Review metal specifications to identify quoting opportunities and potential improvements.
• Own oversight of significant or complex quoted metal opportunities from quote development through purchase order execution.
• Maintain accountability for advancing qualified opportunities through the sales pipeline from specification review through order placement.
• Partner with Sales and Estimating to develop quotes and pricing strategies that support bookings, margin, and forecast accuracy.
• Participate in sales calls, including monthly estimating calls for BŌK projects.
• Maintain SFDC updates and serve as the “air traffic controller” for project design development.
• Own the exterior metal role for all top/major BŌK projects without an assigned independent representative territory.
• Lead and participate in job follow-up calls with exterior metal sales managers.
• Maintain accountability for major project pricing strategies and overall business pricing guidelines.
• Support defined revenue, booking, or sales-influencing objectives for assigned projects.
• Travel occasionally to customer locations to establish and maintain key relationships with VIP architects and installers.
• Support metal marketing initiatives in partnership with marketing managers.
• Assist in the development and delivery of metal-specific sales training.
• Contribute to competitive analysis by managing market intelligence, competitive databases, and activity tracking.
• Track and report claims and quality issues across BŌK go-to-market activities.
• Establish and manage processes to capture market feedback and implement improvements.

Qualifications

• Bachelor’s degree in business, engineering, architecture, construction management, supply chain, marketing, or a related field preferred.
• Equivalent combination of education and relevant experience will be considered in lieu of a degree.
• High school diploma/GED required.
• 4–6 years of experience in sales support, estimating, product management, or a related commercial role required.
• 6–9 years of progressively responsible experience in sales, product specialization, estimating, or market-facing roles preferred.
• Experience supporting or influencing sales targets, bookings, or incentive-based objectives preferred.

Requirements

• Demonstrated ability to contribute to revenue results in a project-based or specification-driven sales environment.
• Strong consultative selling skills, with the ability to translate technical requirements into customer value.
• Strong verbal, written, and presentation skills with the ability to communicate effectively with customers, independent representatives, and internal stakeholders.
• Solid knowledge of commercial ceiling and wall products, preferably metal systems.
• Proven ability to manage multiple projects simultaneously with strong attention to detail and follow-through.
• Effective critical-thinking and problem-solving skills.
• Demonstrated ability to collaborate and influence effectively within a matrixed organization.
• Proficiency in CRM systems (Salesforce preferred) and business applications including Excel, PowerPoint, Outlook, Adobe tools, CAD readers, and basic project-management tools.
• Working knowledge of ceiling and wall systems and familiarity with specification and quoting processes.
• Experience supporting sales efforts and contributing to project execution under guidance.
• Ability to build productive working relationships with internal partners and customers.

Benefits

• Standard benefit package offerings: medical, dental, prescription drugs, life insurance.
• Vacation and sick time.