Rugby Architectural Building Products is a wholesale distributor of specialty building products, operating out of 26 branches throughout the United States. Our primary business is non-structural architectural grade building products sold principally to customers who create and produce end-products for the commercial, industrial, retail, residential and institutional markets. (In New Century, KS, Lebanon, TN, and Rockford, IL – we do business as: Olathe Millworks, Warren Brother Sash & Door, River City Millworks respectfully.)

Position Overview: Promote and create pull-through demand for our products in commercial and residential markets, with the ultimate goal of driving increased product sales and revenues. This role is a field-based outside sales position, responsible for developing project specifications that lead to sales of Rugby products.

The Architectural Specification Representative is expected to customarily and regularly work out of the office, spending the majority of their time (well over 50%, in practice often 80% or more of each workweek) meeting with architects, designers, contractors, and other key decision-makers at their offices, project sites, and other locations outside of any company office or showroom.

Responsibilities:

• Sales & Specifications: Identify and develop long-term working relationships with key design specifiers and product decision makers (architects, designers, general contractors, etc.) in the assigned territory to generate demand for Rugby products, obtain product specifications, and close orders for both public and private commercial and residential projects.
• Lead Follow-Up: Respond promptly to incoming leads and inquiries and pursue opportunities to get Rugby products included in project specifications.
• Field Engagement: Proactively conduct regular in-person visits and presentations at client locations – including architecture & design firms, retail sites, construction project sites, and other off-site locations – to promote Rugby products, deliver samples, and persuade stakeholders to choose our materials. Maintaining a presence in the field for a significant majority of working hours (e.g., at least 4 out of 5 days per week in the field)
• Influencing Specifications: Identify supply chain opportunities by connecting with general contractors, architects, designers, and other stakeholders to get Rugby products specified and ultimately purchased for projects. Work actively to convert competing product specifications into Rugby product sales where possible.
• Sales Continuity: Once Rugby products are specified, monitor project progress to ensure specifications are maintained (not switched to competitors’ products) and follow through with the sales team and customer to secure orders and finalize sales contracts. Share all relevant project information with the internal sales team to assist in closing the sale and fulfilling orders.
• Project Tracking: Use CRM tools to track projects (potential and secure) from design/specification through procurement. Follow up consistently to capitalize on opportunities and address any issues that might jeopardize the sale.
• Networking & Industry Events: Participate in industry-related functions (trade shows, industry meetings, etc.) to showcase our products and network with potential clients and specifiers, as approved by the GM.
• Strategic Collaboration: Collaborate with the Regional Management team and Corporate Marketing to develop and execute regional product specification strategies and manage marketing collateral and samples. Align efforts with the broader Rugby sales team and vendor representatives to maximize sales opportunities through specifications.
• Market Intelligence: Keep abreast of industry and product trends, new product introductions, and competitive activity in the market. Provide regular feedback to management and the sales team to refine sales strategies.
• Territory Management: Independently plan and manage your weekly schedule and travel routes to maximize time with clients in the field, ensuring comprehensive coverage of the territory’s key accounts and project opportunities.

Work Environment:
Primarily a field-based role, not a typical office position. The Architectural Specification Representative will maintain a home or branch office for administrative tasks and reporting, but will customarily be working off-site – e.g., visiting client offices, job sites, and industry events – on a daily basis. Travel (including some overnight travel) is required. The role involves substantial independence in scheduling and work location: the representative primarily works outside the office and manages their own appointments and travel to meet project and client needs.

Qualifications:

5+ years of experience in sales, business development, or specification work in the building materials or design industry

• Proven success in securing product specifications and driving sales in commercial and/or residential markets
• Strong understanding of the architectural and design community, general contractors, and construction project cycles
• Demonstrated ability to manage a territory independently and maintain a high volume of off-site client engagement
• Excellent communication, presentation, and relationship-building skills
• Proficiency with CRM tools and Microsoft Office (including PowerPoint)
• Ability and willingness to travel frequently, including overnight, to meet with clients and attend industry events
• Degree or diploma in interior design, architecture, construction management, or a related field preferred

What’s in It for You

• Pay Range: $60k - $80k, based on experience
• Up to 6% of base salary activity based annual bonus potential
• Hybrid work environment: you will combine home based, work at our local branch, and travel throughout the local area. This role comes with a company car.
• Competitive Medical – Dental – Vision
• Corporate Wellness & Appreciation Programs
• 401(k) Traditional & Roth with Match
• Paid Time Off & Paid Holidays
• Life Insurance, Short-Term and Long-Term Disability
• Great TEAM environment

Please note, as part of our interview process, we ask candidates to participate in a series of assessments. These assessments are designed to help more fully understand the candidate’s attributes. Assessments are administered in the office or online and take approximately 30 minutes.

This role is a Safety Sensitive position and subject to routine drug screenings.

At Rugby, our goal is to lead the industry! We will accomplish this goal by creating an environment where each team member is challenged to achieve their personal best using their talent, together building a community based on our values of Fairness, Commitment to Excellence, and maintaining Rugby as a Performance Meritocracy.

Interior design; design consultant; interior designer; architect; A&D; architectural; Product manager; program manager; product owner; associate product manager; Our primary product lines, nationwide, include hardwood lumber, veneer, plywood, millwork, and cabinetry. Sales; territory sales; industrial sales; business to business; B2B sales; business development; hardwood; lumber sales; territory management; territory sales representative; outside sales representative; Sales; outside sales representative; outside sales rep; outside sales; marketing; sales manager; construction sales representative; building materials sales; millwork sales; territory manager

#RABP1