Commercial Business Development Specification's Manager

All Surfaces is one of the nation’s leading distributors for flooring and sundries, comprising a house of brands with 45+ locations across 23 states. Our commitment to core values—People First, Do Right, Go Beyond, Always Improve, & Let’s Go!—drives success in partnership with customers and suppliers.

About the role

The Commercial Business Development - Specifications Manager will build on the current book of business by making daily sales calls with existing customers in the assigned market while generating new leads. This role focuses on generating specifications through interactions with end-users, architects, designers, flooring contractors, and general contractors, while discovering, growing, maintaining, and managing accounts and relationships.

Assigned territory: Kansas, Missouri, Western IA, Eastern Nebraska. This position is eligible for quarterly bonuses based on performance.

Responsibilities

• 70-75% Customer-facing sales:
  • Conduct sales calls with architects, designers, flooring contractors, end users, and contractors to select appropriate products for projects based on design criteria, budget, and timeline.
  • Follow up with customers via telephone or virtual presentations as needed.
  • Travel daily throughout the assigned area to call on existing customers and prospect new ones.
  • Manage projects from inception to completion, including opportunity identification, product selection, specification, order placement, tracking, delivery coordination, installation oversight, punch walk/claim coordination (if necessary), and maintenance program communication.
  • Follow up on leads from manufacturers, sales managers, networking groups, etc.
  • Build relationships with existing and new customers through lunches, dinners, or special events.
  • Develop segment expertise in a commercial market segment (see allsurfaces.com/commercial).
  • Complete 4-6 appointments, product updates, connections, touches, or sample deliveries daily (minimum 20 per week).
• 25-30% Account maintenance & sales preparation:
  • Develop and maintain solid working relationships with the specification community, including architects, interior designers, builders, and developers, by attending networking events, tradeshows, and CEU presentations.
  • Attend industry conferences and proactively learn industry trends, new methods, products, and regulatory codes and standards.
  • Collaborate with the Direct Sales Representative to track and secure specified jobs through the entire sales cycle.
  • Actively participate in industry-related associations and events (e.g., BOMA, IFMA, Multifamily Associations, ASHE, Leading Age).
  • Provide product samples and literature to update customer libraries and for specific projects.
  • Visit key manufacturing partners.
  • Conduct segment and account deep dives to generate prospects for strategic selling.
  • Serve as a Subject Matter Expert for 6 product lines in your region.
  • Carry out other assigned duties and responsibilities.
  • Actively market on LinkedIn.

Requirements

• 2-year college degree (4-year degree preferred).
• Minimum of 3 years of experience in the flooring industry (solid surface experience is a plus).
• Minimum of 4 years of experience in B2B sales, marketing, architecture, or interior design.
• Experience with Microsoft Office Suite, Google Suite, Salesforce, or other CRM systems.
• Ability to travel 50-80% of the time for customer visits, training in Chicago, tradeshows, and client events.
• Ability to lift up to 50 lbs for sample deliveries.
• Must pass the Motor Vehicle Record (MVR) screen in accordance with company requirements.

Skills

• Ability to build and maintain strong professional relationships.
• Customer-focused track record and professionally friendly demeanor.
• Excellent presentation and communication skills.
• Self-motivated with the ability to work independently.
• Willingness to be flexible with working hours, including evenings and weekends.
• Proficiency in CRM, Excel, and Microsoft Teams.

Preferred Qualifications

• Experience in the commercial flooring industry.