Commercial Specification Sales Representative

M S International, Inc.; Hoboken (NJ); On-site; USD 95,000 - 110,000; Full time

Benefits offered by this job

Bonuses/Commission opportunities

Paid Time Off

Medical, Dental, Vision Insurance

401(k) with company matching

Job summary

MSI, a leader in tile and stone products, is seeking a Commercial Specification Sales Representative to grow specifications with architects and designers in the New Jersey market. You will drive design-stage specifications, support bid and buyout processes, and collaborate with local and national teams to convert projects into MSI sales.

The role requires two+ years in A&D or equivalent B2B sales, strong presentation skills, and proficiency with MS Office and CRM tools.

Qualifications

• Two or more years calling on the A&D community or equivalent B2B/outside sales experience (flooring, tile, stone, countertop, or related materials).
• Strong presentation skills, including comfort presenting to large audiences.
• Proficient in Microsoft Office; experience with CRM platforms preferred.
• Excellent communication, problem-solving, and negotiation abilities.

Responsibilities

• Develop and maintain strong relationships with architects, designers, and specifiers in the assigned territory through regular visits and presentations.
• Drive MSI product specifications during the design stage of commercial projects.
• Manage leads and samples, ensuring accurate product information is provided to specifiers.
• Enter and maintain project specifications in CRM and track bid and buyout progress.
• Coordinate with local and national sales teams to ensure successful hand-offs and specification pull-through.

Skills

Sales experience

Presentation skills

MS Office

CRM experience

Communication

Negotiation

Self-motivated

Tools

CRM platforms

Job description

Summary:

The Commercial Specification Sales Representative is responsible for growing sales of MSI’s porcelain, natural stone, wall tile, countertop, hardscape, and mosaic product lines by developing relationships within the Architecture & Design (A&D) community and driving MSI product specifications across commercial projects within an assigned market territory. This role builds specifier demand at the design stage, protects those specifications through the bid and buyout process, and coordinates closely with the local sales team and National Commercial team to ensure specified projects are converted to MSI sales.

Seniority Level: Associate

Employment Type: Full-time

Compensation:

This salaried, exempt position pays from $95,000 to $110,000 per year. The estimated annual pay for new hires generally ranges from $110,000 to $150,000 or more, depending on experience, education level and commission structure.

To perform this job successfully, the individual must be able to complete the following essential duties and responsibilities:

• Develop and maintain strong relationships with architects, designers, and specifiers within the assigned territory through regular sales visits, product presentations, and networking.
• Identify and prioritize the key architecture and design firms in the territory, developing strategic account plans to grow MSI’s share of specifications.
• Drive MSI product specifications during the design stage of commercial projects, positioning MSI materials before projects go out to bid.
• Manage incoming leads and sample inquiries promptly and professionally, ensuring specifiers receive accurate product information and materials.
• Provide samples for specific projects and keep A&D firm material libraries current, stocked, and serviced with MSI product, marketing materials, and contact information.
• Develop, enter, and maintain project specifications in the CRM/project tracking system, keeping project records accurate and up to date.
• Track specified projects through the bid and buyout process, following up consistently to confirm the MSI specification is maintained and ultimately sold.
• Coordinate with in-market and out-of-market sales teams on project hand-offs sharing project information, confirming specification pull-through, and ensuring specified material is quoted and delivered correctly.
• Partner with the local sales leader and the National Commercial team to align territory activity with broader commercial strategy.
• Conduct product knowledge presentations and continuing education (CEU) seminars (e.g., AIA, IDCEC) to educate the A&D community on MSI products, applications, and installation methods.
• Develop and maintain expert knowledge of MSI products, competitive offerings, industry standards, and applicable codes (e.g., LEED / sustainability considerations).
• Represent MSI at trade shows and industry association events (e.g., ASID, AIA, IIDA, NEWH) to build brand awareness and cultivate specifier relationships.
• Maintain disciplined records of sales calls, meetings, and project activity, and report progress to the local sales leader and National Commercial team.
• Perform additional duties as required.

Additionally, the candidate must meet the following Education and/or Experience requirements:

• Must possess a valid driver’s license
• Two (2) years of experience or more calling on the A&D community, or equivalent B2B/outside sales experience (flooring, tile, stone, countertop, or other similar building materials preferred)
• Demonstrated ability to build specifier relationships and manage multiple projects simultaneously
• Strong presentation skills, including comfort presenting to large audiences
• Self-motivated and results-driven, with strong organizational and follow-up discipline
• Proficient in Microsoft Office; experience with CRM platforms preferred
• Strong communication, presentation, problem-solving, and negotiation skills.

This role has the following 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 use their hands to handle objects, tools, or controls; reach with their hands and arms; and communicate verbally. The employee frequently walks, stands and occasionally sits.
• The employee must regularly lift, pull and move up to 25 pounds and occasionally up to 50 pounds. Specific vision abilities required by this job include close vision.
• This is a safety-sensitive position.

Benefits:

• Referral, holiday, and annual bonuses or commission opportunities
• Eligibility for an annual merit-based increase
• Paid Time Off
• Medical, Dental, and Vision Insurance
• Company-paid Short Term and Long Term disability;
• Company-paid Life Insurance
• Tuition Reimbursement
• Traditional and Roth 401(k) plans with company matching contributions
• Free, company-sponsored 1-on-1 tutoring for children/dependents of MSI employees in grades k-12, including free tutoring for SAT and ACT tests.

Over the years, MSI has been the recipient of many prestigious awards including:

• Top 5 fastest growing companies - OC Business Journal
• Supplier Diversity Award - Home Depot
• #1 Flooring Distributor multiple years in a row - Floor Covering Weekly
• Top Workplaces Award winner multiple times - Top Workplaces
• MSI Founder named the Entrepreneur of the Year - Ernst and Young

MSI is an equal opportunity employer that celebrates diversity and fosters inclusion and belonging for all employees. We provide a work environment that allows all employees to do their best work, free from all forms of discrimination. No employee or applicant will be discriminated against on the basis of race, ethnicity, age, sex, gender identity or expression, sexual orientation, citizenship status, military status, religion, disability status, or any other legally protected group. MSI provides reasonable accommodations for all employees and applicants. If you believe you require an accommodation, please speak with your recruiter or a member of our HR team.