Commercial Specification Sales Representative

M S International, Inc; Norwood (MA); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Bonuses or commission opportunities

Paid Time Off

Medical, Dental, Vision Insurance

Disability insurance

Life Insurance

Tuition Reimbursement

401(k) with company match

Charitable donation matching

Company-sponsored tutoring

Job summary

MSI is seeking a Commercial Specification Sales Representative to grow MSI’s porcelain, stone, wall tile, countertop, and related product lines by building relationships with architects, designers, and specifiers in the New England market. You will drive specifications during the design stage and coordinate with local and national teams to convert projects to MSI sales.

Responsibilities include managing leads, delivering product presentations, maintaining spec libraries and CRM records,

Qualifications

• 2+ years of A&D or B2B sales experience.
• Proven ability to build specifier relationships.
• Strong presentation, negotiation, and communication skills.
• Proficient with CRM and Microsoft Office.
• Knowledge of LEED standards and building codes.

Responsibilities

• Develop and maintain relationships with architects, designers, and specifiers.
• Identify key architecture firms and create strategic account plans.
• Drive product specifications during the design stage of projects.
• Manage leads and sample inquiries promptly with accurate information.
• Provide samples and maintain A&D libraries with MSI materials.
• Enter and maintain project specs in CRM and track activity.
• Monitor bid/buyout progress and ensure specification pull-through.
• Coordinate hand-offs with sales teams and confirm delivery of materials.
• Collaborate with local and national teams to align territory activity.
• Conduct product knowledge presentations and CEU seminars.
• Develop expert knowledge of MSI products and applicable codes.
• Represent MSI at trade shows and industry events to build brand.
• Maintain records of sales calls and report progress.
• Perform additional duties as required.

Skills

Relationship building

Sales presentations

Networking

Strategic account planning

Lead management

Sample provisioning

CRM proficiency

Project tracking

Cross-team coordination

CEU presentations

Product knowledge

Codes & LEED

Negotiation skills

Public speaking

MS Office proficiency

Education

Bachelor’s degree

Tools

CRM platforms

Microsoft Office

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.

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:

• Bachelor’s degree preferred
• 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.

Work Hours: Monday to Friday from 08:00 AM to 05:00 PM, 2 Saturday(s) a month from 09:00 AM to 12:00 PM

• 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.

Benefits: MSI offers a comprehensive benefits package designed to support and reward our employees. Benefits may include referral, holiday, and annual bonuses or commission opportunities; annual merit-based increases; Paid Time Off; Medical, Dental, and Vision Insurance; company-paid Short Term and Long Term disability; company-paid Life Insurance; Tuition Reimbursement; 401(k) plans with company matching contributions; charitable donation matching programs; and free company-sponsored tutoring.

About MSI:Founded in 1975, MSI is a leading supplier of flooring tile, countertops, wall and backsplash tile and hardscaping surfaces products in North America. Headquartered in Orange, California, MSI also maintains over 50 state-of-the-art showroom and distribution centers across the U.S. and Canada. MSI's product line includes an extensive offering of Granite, Quartz, Porcelain, Luxury Vinyl flooring, Slate, Marble, Travertine, Sandstone, Limestone, Quartzite, onyx, stacked stone and pavers imported from over 36 countries on six continents.